Director, New Logo Sales

Your title: Director, New Logo Sales

Your Location: Remote, USA

Our Division: AECO

Join us at Trimble and use your creativity and entrepreneurial drive to guide a team of sellers to sell Trimble’s AECO Solutions.

What you will do:

• Manage, lead and develop a team of highly motivated, new client focused sellers within a specified vertical across the U.S.  

• Develop and implement sales and go-to-market strategies that meet/exceed overall corporate goals

• Plan and direct all sales at the SMB, Midmarket, Enterprise, and ERP Cross sell levels for your team/vertical, including planning and implementing forecasts, staffing, and team training

• Manage and monitor key sales pipeline and performance indicators to ensure financial goals

• Conduct sales forecasts, territory planning, demand generation, deal strategy development, and trend analysis

• Partner with sales enablement team to continuously improve the sales processes to enhance productivity and efficiency

• Structure and negotiate business terms and contracts with line-of-business, legal, senior management and/or C-level executives

• Ability to sell to multiple stakeholders, including the executive level, selling against P/L, negotiating, presenting, closing

• Partnering with marketing to ensure go-to-market and awareness strategies are effective to drive pipeline and bookings

• Negotiate and/or resolve disputes and ensure customer satisfaction in challenging deals

• Responsible for recruiting, coaching, performance management, and career development of a team

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

What you will bring:

• Bachelor’s degree preferred or equivalent experience

• 5-10 years of experience of demonstrated success as a leader within a software company (SaaS preferred) environment.

• Strong ability to lead, train, influence, and inspire the sales team

• Executive presence and demeanor with consultative/execution relationship building selling skills

• Ability to effectively help the sales team by providing oversight and guidance on a full spectrum of opportunities across SMB and Midmarket opportunities to more complex, enterprise/strategic opportunities requiring the involvement of multiple internal resources

• Demonstrated ability to operate in a fast-paced environment, balancing both strategic and tactical responsibilities

• A strong sense of accountability, ownership and pride in work performed. Self-managing, results oriented, and capable of managing multiple projects and tasks in a dynamic environment.

• Highly adept at contracting, negotiating, and change management

• High attention to detail and organization skills working with a CRM management tool, Salesforce preferred

• Construction experience (in any capacity) is a plus, not a requirement

• Travel: Minimum of 30% in the field

About Our Division AECO 

Trimble is developing technology, software and services that drive the digital transformation of construction with solutions that span the entire architecture, engineering and construction (AEC) industry. Empowering teams across the construction lifecycle, Trimble's innovative approach improves coordination and collaboration between stakeholders, teams, phases and processes. Trimble's Connected Construction strategy gives users control of their operations with best-in-class solutions and a common data environment. By automating work and transforming workflows, Trimble is enabling construction professionals to improve productivity, quality, transparency, safety, sustainability and deliver each project with confidence. For more information, visit: construction.trimble.com.  

Compensation:  This position is compensated by a combination of base sa