Senior Strategic Account Manager

Your Title: Senior Strategic Account Manager

Your Location: Remote, US (Denver or Eastern, US preferred) 

Our Division:  AECO 

This is a critical, high-impact role responsible for driving the strategic transition of Trimble’s largest accounts across the Americas (Owners, General Contractors, and Specialty/Trade Contractors). This individual must be a passionate, empathetic team player who is open to change, works exceptionally well with others, and possesses an unwavering willingness to win for both the customer and Trimble.

What You Will Do:   

The Senior Strategic Account Manager (SAM) will manage a select portfolio of 7-10 Tier 1 Strategic Accounts, leading the shift from tactical, product-centric engagement to a repeatable, standardized enterprise solution framework across all relevant Trimble business units.

The SAM acts as the executive sponsor and orchestrator for the customer, tasked with achieving significant growth in Annual Recurring Revenue (ARR) by mapping Trimble's entire platform value proposition to the customer’s long-term digital transformation objectives (ROI, risk reduction, enterprise standardization).

• Implement and adhere to standardized SAM processes and methodologies (e.g., MEDDIC/Value Selling) for all accounts to drive predictable, repeatable success patterns.

• Develop, execute, and own mandatory, quarterly Strategic Account Plans (SAPs) with defined growth strategies, resource maps, success metrics and executive engagement targets.

• Drive the adoption of standardized enterprise agreement language to accelerate deal closure and reduce legal administrative burden.

• Establish and maintain relationships with C-level and Executive VP leadership, shifting conversations from products and features, to enterprise value (financial ROI, risk mitigation, operational efficiency).

• Actively engage the dedicated Industry Workflow Team to quantify opportunities, establish formal Statements of Work (SOWs), and drive value realization of Trimble’s full ecosystem of capabilities.

• Lead the extended team to present a single, coordinated, platform proposition that leverages the entire Trimble software and hardware ecosystem to drive deep penetration.

• Coordinate and lead mandatory quarterly and/or annual Executive Business Reviews (EBRs), aligning and ensuring the attendance of all key stakeholders. These EBRs are engaging, creative, and highly consultative, designed to be customer-centric, promote an "always be discovering" mindset, and co-create success plans that ensure long-term strategic alignment.

• Drive deal-level collaboration by convening and directing cross-functional teams (including Sales Engineering, Product Sales, Marketing, Customer Success, and Product) to deliver the unified enterprise solution.

• Champion internal understanding and alignment, where cross-Trimble’s business unit collaboration is essential for closing deals and achieving high Net Retention.

• Maintain accurate and complete forecasting and opportunity management in the CRM, specifically tracking multi-Trimble business units solution pipeline.

What You Will Bring:  

• 10+ years of proven success selling complex enterprise construction technology solutions, including AECO software (design/detailing, fabrication, project management, estimating, construction ERP), plus geospatial and/or machine control software and hardware, and related services.

• 7+ years managing large, global or multi-region enterprise accounts, preferably within the Construction, Infrastructure, or Industrial sectors.

• Deep functional understanding of the construction industry ecosystem (Owners, General Contractors, Trade/Specialty Contractors).

• Demonstrated expertise in formal sales methodologies such as MEDDIC, Value Selling, or Challenger.

• Proven ability to work and provide value at the senior executive level (VP, SVP, CXO), with a track record of closing multi-million dollar, multi-year contracts.

• Highly consultative sales solution skills, including the ability to articulate a clear, concise return on investment (ROI) value statement and business case justification.

• Exceptional ability to lead and motivate highly decentralized, matrixed teams without direct reporting authority.

• High tolerance