Territory Sales Manager, PublicSector

Job Title: Territory Sales Manager, Public Sector

Location:. US Remote

Division: Owner & Public Sector - State Government

Join us at Trimble and use your creativity and entrepreneurial drive to help sell Trimble's asset lifecycle management solutions to state government agencies.

What you will do:

You'll lead and execute Trimble's sales process to pursue new logo accounts and support account expansion at existing customers assigned to you. You will focus on public sector agencies that benefit from Trimble's world-class asset management lifecycle (ALM) solution suite. This suite comprises best of breed technologies to help public agencies manage the complex workflows across the Design, Permit, Build and Maintenance phases of public infrastructure management. You will be responsible for managing all phases of the sales cycle including inbound leads, prospecting, qualifying, solution selling, negotiation, and closing.

What you will do?

• B2G territory sales with a focus on prospecting, presenting, and selling complex software products and services to new public agency logos in addition to named enterprise customers, thereby generating net new revenue while growing existing revenue

• Develop business and account plans to grow pipeline (including account profiling, account positioning strategy, pre-call planning, customer needs analysis, business justifications, strategic partner alignment, and sales opportunity development)

• You will build meaningful customer relationships, including Directors, VPs, and C-level executives.

• Consultative solution selling, you solve complex problems and sell real value

• Uncover and understand customer requirements in order to recommend and effectively sell Trimble products or industry solutions

• Leverage commercial insights to engage and teach prospective & existing customers on how to transform their project and asset lifecycle management practice with Trimble Unity Suite.

• Expand opportunities and increase average deal sizes by up-selling add-on and cross-selling a proven and customer-loved portfolio of Trimble products

• Pursue an increased knowledge of key competitors to communicate our value proposition to customers effectively

• Team with Sales Development, Sales Engineering, and Customer Success to drive net new client acquisition, renewal and account expansion opportunities.

• Work with Legal and Deal Desk teams on deal structure and execution

• Provide, accurate, and detailed forecasts by use of our sales processes, and methodologies

• Demonstrates Trimble values, maintains a positive and open demeanor, encourages different points of view, contributes positively to team and colleagues by fostering teamwork and collaboration, adaptable to change

What you will bring:

• BA/BS or equivalent experience preferred

• 7+ years of direct quota-carrying sales experience selling complex technology solutions- SaaS experience strongly preferred

• Demonstrable track record of pipeline development for adequate coverage against quota

• Commitment to a strong opportunity qualification standard (MEDDPIC).

• Experience using a consultative, solution-based sales methodology desired (Challenger a plus)

• Track record of successful business case development and presentation

• Strong Business Acumen

• Ability to build strong relationships for business planning with each partner and with the partner management team to extend the impact of channel partners on your sales

• History of navigating complex contract negotiation

• History of navigating long sales cycles while pursuing new pipeline

• Experience in software selling to C-level executives

• Previous experience using Salesforce.com

• Diligent manager of opportunity activity in CRM: details, completeness, accuracy

• A relentless focus on learning our industries, customer needs, and solutions so that you can consistently meet and exceed goals

• Excellent oral and written communication skills with the ability to conduct product demonstrations.

• Government Sales experience preferred

About Trimble

Dedicated to the world's tomorrow, Trimble is a technology company delivering solutions that enable our customers to work in new ways to measure, build, grow and move goods for a better quality of life. Core technologies in positioning, modeling, connectivity and data analytics connect the digital and physical worlds to improve productivity, quality, safety, transparency and sustainability. From purpose-built products and enterprise lifecycle solutions to industry cloud services, Trimble is transforming critical industries such as construction, geospatial, agriculture, and transportation to power an interconnected world of work. For more information about Trimble (NASDAQ: TRMB), visit: www.trimble.com.

About Trimble Construction

Trimble is developing technology, software and services that drive the digital transformation of construction with solutions that span the entire architecture, engineering and construction (AEC) industry. Empowering teams across the construction lifecycle, Trimble's innovative approach improves coordination and collaboration between stakeholders, teams, phases and processes. Trimble's Connected Construction strategy gives users control of their operations with best-in-class solutions and a common data environment. By automating work and transforming workflows, Trimble is enabling construction professionals to improve productivity, quality, transparency, safety, sustainability and deliver each project with confidence. For more information, visit: construction.trimble.com.

Compensation: Trimble provides the following compensation range and a general description of other compensation and benefits that it in good faith believes it might pay and/or offer for this position. This compensation range is based on a full-time schedule. Trimble reserves the right to ultimately pay more or less than the posted range and offer additional benefits and other compensation, depending on circumstances not related to an applicant's sex or other status protected by local, state, or federal law.

• Hiring Range: 200k-220k OTE

• Pay Rate Type: Salary

Bonus Eligible?

No

Commission Eligible?

Yes

Compensation: Trimble provides the following compensation range and general description of other compensation and benefits that it in good faith believes it might pay and/or offer for this position. This compensation range is based on a full time schedule. Trimble reserves the right to ultimately pay more or less than the posted range and offer additional benefits and other compensation, depending on circumstances not related to an applicant's sex or other status protected by local, state, or federal law.

Hiring Range

Pay Rate Type

Bonus Eligible?

Commission Eligible?

Benefits: Trimble offers comprehensive core benefits that include Medical, Dental, Vision, Life, Disability, Time off plans and retirement plans. Most of our businesses also offer tax savings plans for health, dependent care and commuter expenses as well as Paid Parental Leave and Employee Stock Purchase Plan. If this position is identified above as commission- or bonus-eligible, the terms of the commission plan or discretionary bonus plan for which you are eligible will be provided following the employee start date.

How to Apply: Please submit an online application for this position by clicking on the 'Apply Now' button located in this posting.

Posting Date

Application Deadline: Applications could be accepted until at least 30 days from the posting date.

At Trimble, we are committed to fostering a diverse, inclusive, and equitable workplace where everyone can thrive. Guided by our core values-Belong, Innovate, and Grow-we embrace and celebrate differences, knowing they make us stronger and more innovative. We are proud to be an equal opportunity employer, welcoming individuals of all backgrounds and advancing opportunities while embracing race, color, gender identity, sexual orientation, religion, disability, veteran status, or any other protected and diverse characteristic. We are committed to offering our candidates and employees with disabilities or sincerely held religious beliefs the ability to seek reasonable accommodations in accordance with applicable law and/or where it would not constitute undue hardship for Trimble. For more, please see Trimble's Code of Business Conduct and Ethics at https://investor.trimble.com, under "Corporate Governance."

Our mission to transform the way the world works starts with transforming how we work together. By actively listening, asking questions, and taking intentional actions, we cultivate a culture that provides equitable opportunities for everyone to contribute and grow.

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