Territory Sales Manager, PublicSector

Trimble Inc.; California (MO); Remote; USD 200,000 - 220,000; Full time

Job summary

A leading technology company seeks a Territory Sales Manager to drive sales of asset lifecycle management solutions to public sector agencies. The ideal candidate has 7+ years of experience in technology sales and excels at building strong relationships with key decision-makers. This position offers a compensation range of $200k-220k OTE and comprehensive benefits, including medical and retirement plans.

Benefits

Medical benefits

Dental benefits

Vision benefits

Retirement plans

Qualifications

• 7+ years of direct quota-carrying sales experience selling complex technology solutions.
• Experience in software selling to C-level executives.
• History of navigating complex contract negotiation.

Responsibilities

• Lead and execute sales process for new accounts and account expansion.
• Develop business and account plans to grow pipeline.
• Build meaningful customer relationships, including C-level executives.

Skills

Consultative solution selling

Strong Business Acumen

Excellent oral and written communication skills

Relationship building

Pipeline development

Education

BA/BS or equivalent experience

Tools

Salesforce.com

Job description

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.

• 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)
• 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

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.

Compensation: Trimble provides a compensation range of $200k-220k OTE.

Benefits: Trimble offers comprehensive core benefits that include Medical, Dental, Vision, Life, Disability, Time off plans and retirement plans.

At Trimble, we are committed to fostering a diverse, inclusive, and equitable workplace where everyone can thrive.