Account Executive, Private Sector

Overview

Sell Trimble's asset lifecycle management solutions to private sector organizations.

Key Responsibilities

• software sales
• customer relationships
• account planning
• upselling
• forecasting
• deal execution

Tasks

-B2G territory sales with a focus on prospecting, presenting, and selling complex software products and services to new private logos in addition to named enterprise customers, thereby generating net new revenue while growing existing revenue -You will build meaningful customer relationships, including Directors, VPs, and C-level executives. -Team with Sales Development, Sales Engineering, and Customer Success to drive net new client acquisition, renewal and account expansion opportunities. -Pursue an increased knowledge of key competitors to communicate our value proposition to customers effectively -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. -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) -Expand opportunities and increase average deal sizes by up-selling add-on and cross-selling a proven and customer-loved portfolio of Trimble products -Provide, accurate, and detailed forecasts by use of our sales processes, and methodologies -Work with Legal and Deal Desk teams on deal structure and execution -Uncover and understand customer requirements in order to recommend and effectively sell Trimble products or industry solutions

Requirements

• salesforce
• saas
• ba/bs
• meddpic
• consultative
• 7+ years

What You Bring

-Demonstrable track record of pipeline development for adequate coverage against quota -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 -Track record of successful business case development and presentation -Excellent oral and written communication skills with the ability to conduct product demonstrations. -Experience using a consultative, solution-based sales methodology desired (Challenger a plus) -Consultative solution selling, you solve complex problems and sell real value -History of navigating complex contract negotiation -BA/BS or equivalent experience preferred -Commitment to a strong opportunity qualification standard (MEDDPIC). -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 -Strong Business Acumen -History of navigating long sales cycles while pursuing new pipeline -Experience in software selling to C-level executives -Previous experience using Salesforce.com -7+ years of direct quota-carrying sales experience selling complex technology solutions- SaaS experience strongly preferred

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About Trimble Inc.

-Offers integrated solutions across construction, agriculture, and transportation. -Cutting-edge technology streamlines workflows and improves efficiency. -Provides both hardware and software solutions, focusing on automation, geospatial data, and real-time analytics. -Notable projects include smart city infrastructure, autonomous vehicles, and precision farming systems. -Played a key role in developing GPS technology and transforming resource management. -Solutions help achieve higher productivity, safety, and sustainability.

Sector Specialisms