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 Inc. 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. The position requires a consultative approach to solution selling, leveraging commercial insights to drive sales and increase revenue.

Responsibilities

• Lead and execute Trimble's sales process to pursue new logo accounts and support account expansion.
• Focus on public sector agencies to sell Trimble's asset management lifecycle solutions.
• Manage all phases of the sales cycle including inbound leads, prospecting, qualifying, solution selling, negotiation, and closing.
• Develop business and account plans to grow the sales pipeline.
• Build meaningful customer relationships with Directors, VPs, and C-level executives.
• Utilize consultative solution selling to solve complex problems and sell value.
• Understand customer requirements to recommend and sell Trimble products effectively.
• Leverage insights to engage customers on transforming their project and asset lifecycle management practices.
• Expand opportunities and increase deal sizes through up-selling and cross-selling.
• 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 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).
• 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.
• Excellent oral and written communication skills with the ability to conduct product demonstrations.

Nice-to-haves

• Experience in public sector sales is a plus.
• Familiarity with asset lifecycle management solutions.

Benefits

• Medical, Dental, Vision, Life, and 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.