3203BR

Safety Channel Representative

United States

Job Description

When an entire city needs to be rendered into a 3D model in-flight, utilities buried deep under soil need to be uncovered, highly complex infrastructure projects need to be implemented and even when crime scene investigation needs to be documented – that’s Leica Geosystems, part of Hexagon. More than 5,000 employees in 33 countries help us develop the latest technologies for Reality Capture, survey and measurement.

We are looking for a Safety Channel Representative who will lead the introduction, positioning, and growth of Leica Geosystems’ digital safety awareness portfolio—anchored by Leica X‑Sight 360—across the North American market. This role is responsible for building and scaling a new customer segment within Occupational Health & Safety (OH&S) by establishing strong relationships with key buyers, influencers, and industry stakeholders.

The position will drive market adoption by shifting customer mindsets from reactive, compliance‑driven safety practices to proactive, data‑driven safety solutions. Success in this role requires a blend of strategic market development, consultative selling, and technical advocacy to position Hexagon as a credible and differentiated leader in digital construction safety.

ESSENTIAL DUTIES AND RESPONSIBILITIES

Market Development & Strategy

• Develop and execute a North American go-to-market strategy for digital safety awareness solutions, specifically Leica X-Sight 360 and adjacent safety technologies.
• Identify and prioritize target customer segments, focusing on Tier 1 and Tier 2 contractors with established safety cultures and budgets.
• Establish Trust in AI: Position the solution not just as a hardware add-on, but as a critical AI partner on the jobsite. Address skepticism by demonstrating how properly configured AI models effectively detect hazards without creating "alert fatigue."
• Define value propositions tailored to safety leaders and executive stakeholders, emphasizing risk reduction, productivity, and financial benefits (insurance/bonding impacts).

Customer & Stakeholder Engagement

• Build and maintain relationships with key personas including Safety VPs/Directors, Fleet Managers, and COOs.
• Lead executive-level conversations that position safety as a proactive, data-driven capability.
• Lead Proof-of-Value (PoV) Engagements: Oversee strategic pilots and demonstrations. Act as the bridge between technical configuration and operational reality to ensure customers "trust the tech" before scaling.

Channel & Partner Enablement

• Work with Leica Geosystems dealers and key account teams to rebuild confidence and focus following prior solution challenges.
• Transition to SME-Led Sales: Equip partners with the knowledge to act as Subject Matter Experts (SMEs), moving beyond "box-selling" to consultative workflows that address specific safety pain points.
• Develop sales enablement materials distinct from traditional machine control, focusing on safety buyer psychology.

Cross-Functional Leadership

• Act as the voice of the North American safety market to product management and engineering.
• Provide field-based feedback on product performance, specifically regarding AI detection accuracy, connectivity, and reporting needs.
• Collaborate with marketing on campaigns and case studies that highlight safety-driven efficiency.

Ecosystem & Industry Influence

• Engage with national safety organizations and project owners to influence adoption.
• Explore opportunities with insurers and bonding organizations to advocate for incentives for contractors using digital safety solutions.
• Identify adjacent markets for expansion (Industrial plants, Shipyards, Logistics).

Desired Skills

EDUCATION and/or EXPERIENCE

• Bachelor’s degree in Engineering, Construction Management, Safety Management, or related field.
• 4+ years of experience in construction technology, safety solutions, or B2B technology markets.

SKILLS, KNOWLEDGE and ABILITIES

Required

• Demonstrated success leading New Product Introduction (NPI) or driving market development in non‑regulated or emerging markets.
• Strong understanding of construction jobsite operations and contractor business models.
• Experience selling to safety organizations or operations leadership within construction, infrastructure, or industrial environments.

Preferred

• Experience with digital safety technologies, including telematics, machine vision, or AI/ML‑based risk monitoring.
• Familiarity with insurance, and bonding dynamics, in the construction industry.
• Proven ability to influence and align stakeholders without formal authority in a matrixed, cross‑functional organization.
• Experience rebuilding market confidence following product, or launch‑related challenges.

Key Competencies

• Strategic thinker with the discipline to translate strategy into measurable execution.
• Consultative, value‑based selling approach focused on long‑term partnership and trust.
• Ability to articulate ROI beyond direct cost (risk, insurance impact).
• Strong technical aptitude, including the ability to simplify and explain AI‑ and detection‑based concepts into clear, relevant messaging for non‑technical safety buyers.
• Excellent communication, presentation, and stakeholder‑management skills.

Measures of Success

• Growth in a qualified safety pipeline and sustained customer adoption.
• Successful re‑engagement and enablement of channel partners.
• Successful pilot‑to‑deployment conversion, demonstrated by a high rate of conversion from proof‑of‑value (PoV) initiatives to fleet‑wide adoption, driven by customer trust in the system’s performance.
• Increased awareness and credibility of Leica Geosystems as a leader in the safety technology space.

Leica Geosystems, Inc. is an Equal Employment Opportunity and Affirmative Action employer. We are committed to considering all qualified applicants for employment without regard to race, color, religion, sex, national origin, disability, protected veteran status, or other characteristic protected by law.

At Hexagon, we work to be the place where a diverse mix of talented people want to come, to stay and do their best work. We know our company runs on the hard work and dedication of our passionate and creative employees, and that diversity of thought makes us better each day.

Job Family

Sales/Dealer Management

Employment Type

Professional

City

Remote