Account Executive, Exisiting - Government

Job Title: Mid Market Account Manager

Location: US Remote  

Division: Owner & Public Sector - Local Government

We’re looking for a Local Government Mid-Market Account Manager to join Trimble’s Sales Team. In this role, you’ll apply an understanding of Trimble’s products, sales methodology, processes, prospecting techniques, and commercial insights while selling to existing public sector clients. You’ll focus on public sector agencies that can benefit from Trimble’s world-class asset management lifecycle (ALM) solution suite. This suite comprises best of breed technologies for enterprise project, asset, and permit management.  This position’s primary function is existing account expansion though upselling existing solutions and cross selling new ones across the enterprise. This includes following up on inbound leads, prospecting, qualifying, solution selling, negotiation, and closing.

What you will do:

• Growing existing customer revenue through B2B territory sales with a focus on prospecting, presenting, and selling complex software products and services to existing city and county government clients,, 

• 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.

• Partner with Client Success Managers to provide the optimum level of support to named accounts

• Solve complex problems and sell real value to your customers

• 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

• 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

• Build strong relationships third party implementation partners and our internal Partner Management Team to extend the impact of channel partners on your sales

• Demonstrate the company's values, maintain a positive open demeanor, encourage different points of view, contribute positively to team and colleagues by fostering teamwork and collaboration

What You Should Bring:

• BA/BS or equivalent experience preferred

• 5+ 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

• Experience using a consultative, solution-based sales methodology desired (Challenger a plus)

• Track record of successful business case development and presentation

• History of navigating complex contract negotiation

• Experience in software selling to C-level executives

• Previous experience using Salesforce.com 

• Diligent manager of opportunity activity in CRM: details, completeness, accuracy

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