Territory Sales Manager, Public Sector

3 weeks ago

New York, New York, United States Trimble Full time
Job Title:

Territory Sales Manager, Public Sector

Job Summary:

We are seeking a highly motivated and experienced Territory Sales Manager to join our team in the Public Sector. As a Territory Sales Manager, you will be responsible for leading and executing Trimble's sales process to pursue new logo accounts and support account expansion at existing customers assigned to you.

Key Responsibilities:
  • Lead and execute Trimble's sales process to pursue new logo accounts and support account expansion at existing customers assigned to you.
  • Focus on public sector agencies that benefit from Trimble's world-class asset management lifecycle (ALM) solution suite.
  • Manage all phases of the sales cycle, including inbound leads, prospecting, qualifying, solution selling, negotiation, and closing.
  • 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.
  • Build meaningful customer relationships, including Directors, VPs, and C-level executives.
  • Consultative solution selling, solve complex problems, and sell real value.
  • Uncover and understand customer requirements to recommend and effectively sell Trimble products or industry solutions.
  • 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 using our sales processes and methodologies.
  • Demonstrate Trimble values, maintain a positive and open demeanor, encourage different points of view, contribute positively to team and colleagues by fostering teamwork and collaboration, and adapt to change.
Requirements:
  • 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 CRM details, completeness, accuracy.
  • 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.
About Trimble:

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.

About the Division:

Trimble's asset lifecycle management solutions connect people, processes, and data across all lifecycle phases so your teams can stay confident, proactive, and coordinated.

Asset lifecycle management reduces the total cost of ownership of your assets while increasing productivity and efficiency in every lifecycle phase.

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