Digital Construction Sales Manager (Existing Accounts)

Job Title: TPaaS Sales Manager Digital Construction Sales Manager (Existing Accounts) - North America Region

Reports To: Director of Sales - CEC (Americas)

Job Location: Open to all Trimble U.S. work locations

Company Description

TRIMBLE, INC. (NASDAQ: TRMB) is transforming the way the world works by delivering products and services that connect the physical and digital worlds. Core technologies in positioning, modeling, connectivity and data analytics enable customers to improve productivity, quality, safety and sustainability. From purpose built products to enterprise lifecycle solutions, Trimble software, hardware and services are transforming a broad range of industries such as agriculture, construction, geospatial and transportation and logistics .

To learn more about Trimble, visit: www.trimble.com

Our Company
Trimble is transforming the way the world works by delivering products and services that connect the physical and digital worlds. Core technologies in positioning, modeling, connectivity, and data analytics enable customers to improve productivity, quality, safety, and sustainability. From purpose-built products to enterprise lifecycle solutions, Trimble software, hardware, and services are transforming a broad range of industries such as agriculture, construction, geospatial, and transportation and logistics. For more information about Trimble (NASDAQ: TRMB), visit www.trimble.com. For more information about Trimble Civil Construction, visit heavyindustry.trimble.com

Job Summary:
The TPaaS Sales Manager role is responsible for accelerating the transition of current customers to the Trimble Platform as a Service (TPaaS) commercial subscription service throughout a defined territory. Reporting to the Regional Sales Manager, this role will work with the Regional Sales team, Sales Support team, and Inside Sales and Marketing teams. The successful candidate will have the ability to follow a defined process to transition sales qualified leads to signed contracts leveraging and improving upon established methodologies. The candidate will possess general knowledge of the civil construction industry, ability to learn the Trimble Digital Construction Process, closely coordinate with Trimble partners (including local dealers), and have the business acumen to have direct conversations with business owners discussing our value proposition.

Responsibilities and Measures of Success:

• Direct Sales/Sales Execution:
• Orchestrate prospect visits and demonstrations, analyze requirements, and present the Trimble TPaaS commercial offering in a compelling way.
• Gain an in-depth understanding of the client’s business. Make appropriate client field or site visits to ensure detailed client-level business knowledge. Should be visible within the customer on a regular basis during the engagement process.
• Leverage sales qualified leads and identify opportunities within our current accounts and convert those opportunities into closed TPaaS sales.
• Capable of flawlessly and independently presenting & demonstrating the value of the Trimble Digital Construction Process and the TPaaS commercial subscription service in the context of the customer’s business.
• Provide sales Estimates and sales Quotes to end customers.
• Effectively transitioning won accounts to the fulfillment and support teams ensuring a successful onboarding process.
• Leverage Salesforce.com to prepare and maintain critical reports as directed, including a quarterly 12 month rolling forecast and territory plan, account plans and growth forecasts for the entire region as well as the sub-regions.
• Maintain records in Salesforce.com in order to capture data on the effectiveness of the sales process.
  

Skills & Experience Required:

• A minimum of 7+ years’ of direct solutions sales experience. Contract or subscription sales experience preferred.
• Proven track record of quota attainment.
• Bachelor’s degree preferably in Engineering, Construction, Business Administration or related field, and/or equivalent combination of education and relevant experience.
• Experience successfully engaging in a sales capacity with business, technical, at various levels of an organization.
• Experience working in a remote environment and leveraging digital collaboration tools.
• The candidate should be a self-starter capable of developing strong, long-term relationships with customers across the industry.
• Creative and able to think outside the box, high degree of attention to details.
• Excellent written and verbal communication skills.
• Experience with Salesforce.com or similar
• Able to develop productive relationships with internal and external contacts.
• Solid financial and business understanding and strong negotiation skills.
• Excellent time management skills.
• Able to work independently in a fast-changing and ambiguous environment.
• Open to feedback and focused on continual improvement.
• Ability to travel up to 65% domestically, with limited notice, including evenings and weekends.
  

Trimble Inc. is proud to be an Equal Opportunity and Affirmative Action Employer and considers qualified applicants for employment without regard to race, gender, age, color, religion, national origin, marital status, disability, sexual orientation, status as a covered veteran in accordance with applicable federal, state and local laws, or any other protected factor. EOE/M/F/V/D