Territory Sales Manager, Public Sector

$200,000 - $250,000/Yr

Trimble

Full-time - Mid Level

Remote

Professional, Scientific, and Technical Services

About the position

The Territory Sales Manager for the Public Sector at Trimble is responsible for leading and executing the sales process to acquire new accounts and expand existing customer relationships within local government agencies. This role focuses on selling Trimble's asset lifecycle management solutions, managing all phases of the sales cycle, and building strong relationships with key decision-makers in public sector agencies.

Responsibilities

• Lead and execute Trimble's sales process to pursue new logo accounts and support account expansion.
• Focus on public sector agencies that benefit from Trimble's asset management lifecycle solution suite.
• Manage all phases of the sales cycle including inbound leads, prospecting, qualifying, solution selling, negotiation, and closing.
• Develop business and account plans to grow pipeline, including account profiling and strategic partner alignment.
• Build meaningful customer relationships with Directors, VPs, and C-level executives.
• Utilize consultative solution selling to solve complex problems and sell real value.
• Uncover and understand customer requirements to recommend and effectively sell Trimble products.
• Leverage commercial insights to engage and teach customers on transforming their project and asset lifecycle management practices.
• Expand opportunities and increase average deal sizes by up-selling and cross-selling Trimble products.
• Pursue knowledge of key competitors to effectively communicate Trimble's value proposition.
• Collaborate with Sales Development, Sales Engineering, and Customer Success teams to drive client acquisition and account expansion.
• Work with Legal and Deal Desk teams on deal structure and execution.
• Provide accurate and detailed forecasts using sales processes and methodologies.

Requirements

• BA/BS or equivalent experience preferred.
• 7+ years of direct quota-carrying sales experience selling complex technology solutions, preferably SaaS.
• 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 and ability to build relationships for business planning.
• History of navigating complex contract negotiations and long sales cycles.
• Experience in software selling to C-level executives.
• Previous experience using Salesforce.com.
• Diligent management of opportunity activity in CRM with details, completeness, and accuracy.
• Relentless focus on learning industries, customer needs, and solutions to meet and exceed goals.
• Excellent oral and written communication skills with the ability to conduct product demonstrations.

Benefits

• Medical, Dental, Vision, Life, Disability insurance coverage.
• Time off plans and retirement plans.
• Tax savings plans for health, dependent care, and commuter expenses.
• Paid Parental Leave.
• Employee Stock Purchase Plan.