Job Description

We are building a team of trailblazers, who embody growth, impact, and excellence.

Job Description

At Pinnacle, our vision is to make the world reliable, one customer at a time.

Reliability means our customers can trust that their facilities operate when and how they are supposed to. Pinnacle helps its customers make better and faster reliability decisions by deploying the best reliability models in the world. This then results in more reliable production, optimized spend, and safer facilities ranging across:
• Oil & Gas
• Food & Beverage
• Specialty & Petrochemical
• Pharmaceutical
• Mining
• Agriculture & Fertilizer
• Lumber
• Water & Wastewater

Rooted in exploration, we constantly seek innovative ways to enhance industrial reliability. By fostering team development and embracing growth, we deliver added value to customers, creating a lasting global impact. This commitment drives us to cultivate bold future leaders, continuously reshaping the understanding of reliability.

Innovation resides at the heart of our core values—excellence, impact, and growth—propelling us toward our vision.

Why Advance Your Career at Pinnacle?
Our people are our driving force, vital in realizing our goal of a more reliable world. We prioritize fostering professional growth, offering comprehensive onboarding, training, leadership programs, and continuous learning opportunities. At Pinnacle, you'll expand your horizons across disciplines, collaborating with diverse teams, and participating in the development of leading-edge solutions. Curiosity, engagement, and impact are celebrated traits here. We strive for excellence in everything and seek people who share this drive to join our team. Our collaborative work environment encourages employees to develop the tools and techniques that redefine what reliability means to the industry.

Job Summary
We are seeking a results-driven and strategic salesperson to drive leading edge reliability solutions in the industrial sector. The ideal candidate will have a deep understanding of industrial operations, a strong sense of curiosity and drive to understand, an ability to communicate complex solutions clearly, and a passion for helping customers improve their operational efficiency, uptime, and overall productivity.

This role requires a dynamic and influential individual who can foster strong relationships with key stakeholders, understand customer pain points, and drive growth through the sale of reliability solutions that create tangible value for customers.

Job Duties

• Customer Relationship and Strategy Management:
  • Market and Customer Awareness : Continuously monitor and analyze industry trends, competitor offerings, and customer business (quarterly earnings, key announcements, incidents, key role changes, and related) to ensure understanding across market and customer fundamentals.
  • Client Relationship Management : Build and maintain strong, long-term relationships with key decision-makers and influencers within client organizations, including senior leadership, operational managers, and procurement teams.
  • Strategy Development & Execution : Develop and execute a comprehensive strategy to accelerate value add across customer operations, including identification of key sites, key customer relationships, key value add opportunities, and ways to pilot/POC solutions to then scale across enterprise.
  • Ensure Alignment and Key Reporting : Work with the Pinnacle team to ensure key alignment with customer across projects and potential opportunities.  Examples include ensuring clear communication of new scopes of work across customer and Pinnacle stakeholders, strong kickoffs, standardized and value add reporting and communication to customers of ongoing projects, and escalation protocol for wins or misses.
  • Ensure Sales Reporting Up to Date : Ensure key sales opportunity tracking, revenue projections, and customer strategy manager up to date per expectations.
• Opportunity Management:
  • Understanding of Customer Pain points and Needs: Work closely with potential clients to understand their unique operational challenges, particularly in asset management, equipment reliability, and maintenance, and business value opportunity around reliability improvement (increased uptime, productivity improvements, spend optimization, and risk mitigation).
  • Consultation, Analysis & Solution Design and Presentation ** :**
    • Act as a trusted advisor to clients, providing insights and recommendations based on industry trends, best practices, and customer-specific needs.
    • Work with the Pinnacle Solutions and Technology team to design the right solutions for the customer to address pain points and business needs.
    • Present tailored solutions that demonstrate clear, measurable value.
  • Negotiating Complex Sale:
    • Ensure key stakeholders are identified related to the opportunity and their key needs are addressed with solution design and communication.
    • Ensure the right Pinnacle team members are brought in at the right time and understand the right context to interact constructively with key customer stakeholders.
    • Lead proposal development, pricing strategy, and negotiations to ensure contract and proposal completed.

Accountabilities/Results/Success for this role   

• Lagging: Revenue growth of customer over time in Pinnacle’s core solutions

• Leading:

  • Customer Health Score (average of “The Pinnacle Way” scores across owned customer sites).
  • The Pinnacle Way (TPW) “Understand” rating of a 2 or better
  • Understand what the true goals and objectives are for the facility, leaders and personnel that we

Required Qualifications/Skills/Competencies

• Industrial Experience : Minimum of 7 years of experience industrial context, either in direct plant roles, corporate roles, or value based selling into that environment.  role in the industrial sector, with a proven track record of success in value-based selling, preferably in the reliability, maintenance, or industrial solutions space.
• Highly Curious and Ability to Connect and Understand : Strong ability to connect with, build rapport, and understand motivations and business drivers of key customer roles, ranging from reliability and mechanical integrity managers to plant managers and executives in plant operations.
• Communication Skills : Excellent verbal and written communication skills with the ability to articulate complex technical concepts to non-technical stakeholders. Skilled in delivering presentations to C-suite executives and technical teams.
• Consultative Problem-Solving : Strong analytical and problem-solving skills to understand client pain points and design tailored solutions that drive value.

Preferred Qualifications/Software knowledge

• Bachelor's degree in engineering or science field
• Microsoft Suite 
• Power BI
• CRM (Customer Relationship Management Software)  
• Industrial Reliability: Understanding of reliability and mechanical integrity engineering, by either working directly in those roles, managing these functions, or interfacing directly with these functions in operations, maintenance, or engineering context. 
• Value Based Sales Expertise: 3+ years of working in account executive role managing complex value based selling opportunities and large customer management. 

Benefits

The Complete You

• Health, vision, and dental insurance, life insurance, 401(k) matching, paid time off (PTO), nine paid holidays, 8 hours of volunteer paid time off (VPTO), and maternity and parental leave. 

Campus Perks

• Onsite gym with full amenities, walking workstations, free parking, mini mart/snack machines, gourmet coffee machines, multiple indoor and outdoor collaboration areas, huddle rooms, deep workspaces, and lactation facilities.

Company Celebrations 

• Quarterly town hall and fellowships, length of service awards where employees receive additional paid time off and bonuses to cover travel expenses for anniversary milestone trips (5, 10, and 15 years). 

Empowering You for Success

• Opportunity to participate in customer-focused project management groups (PODs) that help facilitate collaboration and project support, access to company technology stack of Microsoft Office 365 Suite and MS Teams, comprehensive onboarding, on-demand training, regular lunch and learns, supervisor and accountability training, leadership development programs, continuous learning opportunities, and more.

Working Environment  

• Conditions may include working inside and/or outside.  May work around office machinery with moving parts and moving objects.  Working near radiant and electrical energy.  Working closely with others or working alone.  Working extended or irregular hours and travelling by all possible modes of transportation.

Physical Job Requirements

• Ability to walk, stand, sit, kneel, push, stoop, reach above the shoulder, grasp, pull, bend repeatedly, climb stairs, identify colors, hear with aid, see, write, count, read, speak, analyze, lift and carry under 30 lbs., and perceive depth.

Tools and PPE Requirements

• Equipment (machines, tools, devices) used in performing the essential job function include but not limited to computers and related equipment, calculators, copiers, fax machines, and telephone. 

Limitations and Disclaimer

This job description describes the general job duties, accountabilities and physical requirements associates with the position; it is not an exhaustive list of all the duties, accountabilities, or skills required for the position.

The general job duties, accountabilities and physical requirements associated with the position are subject to modification to reasonably accommodate individuals with disabilities. Some physical requirements may exclude individuals who pose a threat or risk to the health or safety to themselves or others.

This job description neither states nor implies that the listed general job duties, accountabilities, and physical requirements associated with the position are the only tasks expected of an employee. An employee is also required to follow any other job-related instructions and perform any other job-related tasks requested by their supervisor and not in violation of any applicable laws, regulations, or rules.

Requirements are representative of minimum levels of knowledge, skills, and abilities . To perform this job successfully, an employee must possess the abilities and aptitude to perform each duty, accountability, and physical requirement proficiently.

Visa Sponsorship: Employment eligibility to work with Pinnacle in the U.S. is required. This employer will not sponsor any applicants for the following work visa in this job category:  H-1B - Cap Subject (Change of Status or Consular Notification).  Note that an H-1B Change of Employer is generally not considered to be Cap Subject.

Pinnacle participates in E-Verify, a federal government system used to verify employment authorization and social security number of each new employee.

Pinnacle is an equal employment opportunity employer and does not discriminate based on race, color, national origin, religion, gender identity, sexual orientation, sex, age, disability, veteran or military status, genetic information, or any other characteristic protected by applicable law.

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