Manager, Ent/MM Spectrum

Your Title: Manager - MId Market/Enterprise Spectrum Sales

Job Location: Remote, US

Our Department: AECO

We are looking for an experienced and highly engaged Sales leader for the AECO sector of Trimble, Inc., to lead the Mid Market/Enterprise Spectrum Sales team to deliver targeted business outcomes, a great customer experience and growth in revenue, consumption and usage for Trimble. You will lead and develop a team of sellers to execute the Go-to-Market strategy for your region. You are accountable to achieve business growth through delivering customer value and growing Trimble existing accounts.

The sales organization within the AECO sector is evolving. We are looking to deliver the highest value to our customers through the best products and services in our industry. To do this, we are creating an Account selling team focused on a specific set of accounts, leading the customer relationship with the goal of selling the AECO portfolio and delivering the entire construction software value and experience. Equally important are our New Logo and Solution/Product selling teams. These teams are selling specific solutions (products) to the customer and have deep market knowledge to achieve customer business outcomes. It is critical that these teams successfully partner and collaborate to deliver revenue and customer satisfaction.

What You Will Do

This sales leader position is responsible for leading the Mid Market/Enterprise Spectrum team, focused on a portfolio of customer accounts, and selling into all verticals within the construction space. The Spectrum Sales Manager will hire and develop account sellers for AECO. A successful candidate will:

• Have a deep and continuing commitment to the CES Business.

• Demonstrate substantive knowledge and understanding of the construction Trades and the AECO space.

• Be able to demonstrate exceptional understanding of our suites of products, solutions, bundles and vision for truly connected construction within industry clouds.

• Be able to highlight cross-functional leadership and accomplishments outside of their immediate team.

• Prepare a plan to enable the sellers to speak to the entire value of the AECO and Trimble portfolio, orchestrating all internal and partner resources to achieve customer success and revenue goals.

• Be a strong communicator, be well organized and structured, creative and with the ability to motivate all levels of sales staff; and to work within and across sectors to ensure that sales goals are met or exceeded.

• Exhibit a level of sophistication in leading groups through change, in managing through crisis and in establishing a safe space for employees to Be Themselves and Thrive.

• Have a firm personal commitment to Diversity, Equity and Inclusion with an emphasis on the shared mission of hiring, promoting or elevating the interests of diverse employees and candidates.

Essential Duties & Responsibilities

• Deliver new business and revenue through leading and empowering account teams. Execute the go-to-market strategy in order to achieve business objectives, and  collaborate directly with other senior managers in developing long range strategy for the entire organization.

• Work collaboratively with other AECO Sales leadership to finalize all operating selling motions and aspects of the unified sales organization.

• Have strong working knowledge of the company’s products, competitive products and the construction market.

• Create a team of successful sellers by hiring, developing and training all open positions.

• Deliver regular, accurate forecasting (both people and revenue) to senior sales management on the requested cadence.

• Establish plans for retention and continuing development of key sales talent resources and ensure sales employees are equipped with the products, systems and selling-skills’ training required to be successful.

• Monitor customer, market and competitor activity and provide feedback to the senior sales leadership team.

• Partner diligently with the Sales Enablement team to continuously improve the sales processes in order to enhance productivity and efficiency.

• Work closely with the Marketing team to ensure that marketing programs meet and align with overall sales objectives. Supply proactive input/feedback to the Marketing team for consideration to improve target messaging to specific vertical markets that maximizes revenues.

• Responsible for key customer relationships and participating in closing strategic opportunities.

• Effective communication and ability to collaborate cross-functionally, leveraging internal relationships to drive bookings.

What Skills and Experience Should You Bring

• 5 years of sales management experience, including leading a team of sellers. 

• Experience in a SaaS company, specifically supporting the transition of perpetual to subscription shift. 

• Knowledge of the construction and/or AEC industries a plus.

• Demonstrated ability to effectively lead, motivate, and influence others to achieve strategic and financial objectives. 

• Able to effectively recruit, hire, train, manage, motivate, and develop a team.

• Demonstrates excellent written and verbal communication skills. Listens effectively, transmits information accurately and understandably, and actively seeks feedback.

• Able to deal effectively with high-level executives both internally and outside the company.

• Demonstrated expertise in selling strategies and methodologies, and strategic planning and execution.

• Excellent time management, communication, decision-making, and presentation skills.

• This position requires travel of up to 50%. Travel requirements may vary depending on assigned number of customer projects and project timing. Candidates for this position must be willing and able to meet travel requirements. A valid driver’s license and ability to qualify for a US Passport are required. Also required is the ability to qualify for a company credit card or possession of a personal credit card with sufficient limits to charge travel expenses.

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

Trimble’s Inclusiveness Commitment

We believe in celebrating our differences. That is why our diversity is our strength. To us, that means actively participating in opportunities to be inclusive. Diversity, Equity, and Inclusion have guided our current success while also moving our desire to improve. We actively seek to add members to our community who represent our customers and the places we live and work.

We have programs in place to make sure our people are seen, heard, and welcomed and most importantly that they know they belong, no matter who they are or where they are coming from.

Trimble’s Privacy Policy

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Pay Equity

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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.

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Bonus Eligible?

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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.

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