Technology Solution Sales Lead, Physical AI

VTT; Espoo; On-site; EUR 90,000 - 130,000; Full time

Job summary

VTT is seeking a Technology Solution Sales Lead for Physical AI in Espoo. You will shape the commercial offering, build a customer base, and lead sales activities across autonomous systems, AI-based reasoning, and situational awareness in the Physical AI research area.

You will drive negotiations, frame agreements, and coordinate with research teams to transfer IP to customers, while coaching researchers in customer centricity and solution sales.

Qualifications

• Hands-on sales experience in value-based, consultative solution sales.
• Proven track record building strategic relationships with customers.
• Experience in R&D focusing on autonomous systems or AI-related tech.
• Higher degree in a relevant technical field.
• Motivation to transfer inventions to innovations via IP (IPR).

Responsibilities

• Plan, coordinate and execute sales activities, building a robust sales pipeline in the Physical AI area.
• Maintain relationships with existing customers and pursue new business opportunities.
• Lead negotiations and design cross-VTT offerings with pricing and delivery terms.
• Collaborate with research teams to transfer IP commercially and coach researchers in solution sales.
• Develop understanding of customer needs and industry trends to inform offerings.

Skills

Value-based sales

Strategic account management

Complex deals

English communication

Education

Technical degree

Job description

Are you looking for a meaningful sales job that serves a true purpose and has a real impact? At VTT, you can make a difference together with other brilliant minds. Our VTT Customer Operations unit drives customer centricity in the organisation. As Technology Solution Sales Lead for Physical AI, you will play a central role in shaping the commercial offering and building our customer base in the fast-developing R&D field.

VTT is one of the leading research organisations in Europe. What unites us at VTT are curiosity, a passion for learning and a purpose: to solve the biggest challenges of our timeand turn them into sustainable growth and well-being. Our cross-disciplinary community of over 2000 brilliant minds from 55+ different nationalities focuses on creating impact through science-based innovation. Get to know us further by exploring VTT's tech & infra.

Our physical AI research area concentrates on developing technologies for tomorrow's solutions. Physical AI refers to robots capable of perceiving, reasoning and acting in the physical World. We utilize different sensors, such as different types of cameras, radar technologies, and motion sensors, to collect information about the environment. We develop technologies, such as computer vision, machine vision, sensor fusion and simultaneous localization and mapping to identify objects, estimate their positions and construct a representation of the surrounding World. We also develop new sensor technologies that allow systems to evaluate the specific work conditions and modify its action plan as conditions change. We develop solutions for different industrial settings, where task planning, motion planning, or learned policies are customized to a selected environment. Finally, control software is used to convert the plan into commands for robot locomotion for motors, robotic joints or other actuators.

You will be part of our Digital systems sales team and dedicate your contribution to the Physical AI research area.

We are looking for a Technology Solution Sales Lead, Physical AI. The key motivation for us is to turn our inventions to innovations through collaboration with our customers. For that role we're looking for someonewithprior experiencefrom sales from one or several fields within autonomous systems, situational awarness and AI based reasoning. The person we are looking for is a team player able to help and coach our teams in technology transfer to our customers, coordinate and execute sales activities. You lead business activities within the research area but also drive and look for new business opportunities by yourself and turn leads into orders. You understand basics of the fields our team covers.

Our customers range from fast-growing SMEs to leading international companies mainly in manufacturing and OEM’s in machinery, transportation, nonroad mobile machinery and air mobility industries.

The VTT office location for this position is preferably Espoo, other VTT locations (Oulu, Tampere) are negotiable.

With us, you will be responsible for:

• Planning, coordinating and executing sales activities, building and maintaining sales pipeline in the Physical AI research area together with research area VP, members and different stakeholders in customer operations
• Ensuring continued business relationships with existing customers
• Acquiring new customers and driving sales growth in the fields of autonomous systems, situational awareness and AI based reasoning
• Developing a deep understanding of customer needs and industry trends, and consulting the business on the creation and development of offerings and service models according to VTT’s sales guidelines
• Participating in negotiations, thinking holistically to create cross-VTT offers and ensuring all different aspects are taken into account (pricing, deliverables, trade regulations)
• Implementing frame agreements, including compliance with valid customer‑specific agreements, collaboration models and pricing models
• Coordinating and executing activities together with research teams to commercially transfer our IPR portfolio to our customers
• Coaching our researchers in customer centricity and solution sales practices
• Leading research area’s Sales & Marketing planning together with the Sales Director and VP, and planning and executing marketing and sales activities including systematic networking in events and exhibitions

Who we are looking for:

• Several years of experience in a hands‑on sales role in value‑based and consultative solution sales, including a demonstrated ability of selling project entities and solutions that are tailored and fitted to specific customer needs
• A demonstrated track‑record on building strategic alignment with customers and managing customer relationships, understanding customer needs and enabling our customers’ business growth
• Experience in R&D focusing on autonomous systems or situational awareness or AI based reasoning related technologies and understanding of their use domains
• Higher level degree in a relevant technical field
• A person who is motivated to develop and enhance different ways of transferring our inventions to innovations through our customers, incl. our IPR
• Ability to collaborate with internal stakeholders in a matrix organization and engage relevant people in building winning cases
• Good communication skills in English, both oral and written, are required. Other possible language skills (Finnish, German, French etc.) are considered as an advantage
• Excellent negotiation and networking skills

As a person, we hope that you:

• Truly enjoy working with customers and your motivation comes from finding solutions for customers
• Have a collaborative mindset and ambition to drive results and close deals. You successfully motivate and influence colleagues and customers by reaching your goals in good collaboration with others
• Are energetic and dynamic professional who is thriving on actively grasping leads, contacting sales prospects and new customers hands‑on
• Have a proactive approach and desire to develop sales in the research area
• Have an analytical mindset and like a systematic approach in sales

Interested and want to know more?

For further information, please contact Petri Söderena, Director [phone] on Thu 10.9 at 9.00 – 10.00 am and Wed 16.9 at 9.00 – 10.00 am.

We look forward to hearing from you!

VTT Location: Tekniikantie 21, Espoo