Territory Sales Manager, Public Sector

$200,000 - $250,000/Yr

Trimble - New York, NY

Full-time - Mid Level

Remote - New York, NY

Professional, Scientific, and Technical Services

About the position

The Territory Sales Manager for the Public Sector at Trimble is responsible for driving sales of asset lifecycle management solutions to local government agencies. This role involves managing the entire sales cycle, from prospecting to closing, while focusing on building relationships with key decision-makers in public sector agencies. The position requires a consultative approach to solution selling, leveraging Trimble's technology to address complex challenges faced by clients in managing public infrastructure.

Responsibilities

• Lead and execute Trimble's sales process to pursue new logo accounts and support account expansion at existing customers.
• 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.
• Uncover and understand customer requirements to recommend Trimble products or industry solutions.
• Leverage commercial insights to engage and educate customers on project and asset lifecycle management.
• Expand opportunities and increase average 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 and detailed sales forecasts using established 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 (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.
• Proficient in using Salesforce.com and managing opportunity activity in CRM.

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.