Industry Principal - connected products, aftermarket & predictive services

Overview

We're looking for a senior leader who can turn installed equipment into predictive, recurring-revenue services, and turn that shift into fundable business cases.

As an Industry Principal and Value Architect, Connected Products, Aftermarket & Predictive Services, you'll bridge the gap between the machine and the boardroom. One day you might be discussing OT/IT architecture or condition monitoring with engineers; the next you'll be helping a VP Services or CSO prioritise investments that turn an installed base into recurring service revenue.

Working alongside our sales and account teams, you'll shape opportunities rather than simply respond to them. You bring connected-products, predictive-maintenance and aftermarket expertise, technical credibility and commercial judgement to define the right solution, drawing on Nortal's full portfolio of AI, data, cloud and business transformation capabilities. From the first client conversation through to delivery, you'll help machinery manufacturers make the shift from selling CAPEX products to selling uptime and outcomes.

Responsibilities

• Lead strategic conversations with stakeholders such as VP Services, CSO and Head of Aftermarket, guiding them from operational pain points to investment decisions.
• Architect connected and predictive services spanning connected-products platforms, condition monitoring, predictive maintenance, Field Service Management and service-contract economics.
• Shape the business-model shift from CAPEX-product sales to recurring-revenue, outcome-based services, drawing on Nortal's shared enterprise portfolio.
• Partner closely with sales and account teams to qualify opportunities, shape solutions and provide technical credibility throughout the sales process.
• Help clients monetise their installed base, improving service revenue, attach rates and uptime.
• Lead workshops, assessments and discovery engagements that establish clear transformation roadmaps.
• Support delivery as a solution architect on programmes you help originate, ensuring business outcomes remain at the centre of delivery.
• Collaborate with Nortal's wider network of Value Architects, especially where the same asset data drives both production and service, and mentor delivery teams to grow the practice.

Qualifications

• Ten or more years with connected products and aftermarket in the machinery industry, whether on the customer side or as a senior consultant. Experience in automotive and mobility, aerospace or defence is an asset.
• Connected-products and predictive architecture: IoT and edge platforms, condition monitoring, predictive maintenance and Field Service Management.
• Service business-model design: installed-base segmentation, attach-rate growth, subscription and uptime pricing, customer success, and agentic AI for service operations.
• Portfolio fluency: the ability to qualify an opportunity across Nortal's enterprise offerings and route it to the right colleague, even where you will not deliver it yourself.
• Comfort co-selling: you work hand-in-hand with sales teams and account executives as an expert first, not a salesperson, but you carry a commercial mindset and share pipeline ownership.
• Fluency in English and German, in writing and in presentations, credible with both technical teams and C-level.

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