Territory Sales Manager, Public Sector

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