Manager, Ent/MM Spectrum

This a Full Remote job, the offer is available from Colorado (USA) Your Title Manager - MId Market/Enterprise Spectrum Sales Job Location Remote, US Our Department AECO We are looking for an experienced and highly engaged Sales leader for the AECO sector of Trimble, Inc., to lead the Mid Market/Enterprise Spectrum Sales team to deliver targeted business outcomes, a great customer experience and growth in revenue, consumption and usage for Trimble. You will lead and develop a team of sellers to execute the Go-to-Market strategy for your region. You are accountable to achieve business growth through delivering customer value and growing Trimble existing accounts. The sales organization within the AECO sector is evolving. We are looking to deliver the highest value to our customers through the best products and services in our industry. To do this, we are creating an Account selling team focused on a specific set of accounts, leading the customer relationship with the goal of selling the AECO portfolio and delivering the entire construction software value and experience. Equally important are our New Logo and Solution/Product selling teams. These teams are selling specific solutions (products) to the customer and have deep market knowledge to achieve customer business outcomes. It is critical that these teams successfully partner and collaborate to deliver revenue and customer satisfaction.

What You Will Do

This sales leader position is responsible for leading the Mid Market/Enterprise Spectrum team, focused on a portfolio of customer accounts, and selling into all verticals within the construction space. The Spectrum Sales Manager will hire and develop account sellers for AECO. A successful candidate will

• Have a deep and continuing commitment to the CES Business.
• Demonstrate substantive knowledge and understanding of the construction Trades and the AECO space.
• Be able to demonstrate exceptional understanding of our suites of products, solutions, bundles and vision for truly connected construction within industry clouds.
• Be able to highlight cross-functional leadership and accomplishments outside of their immediate team.
• Prepare a plan to enable the sellers to speak to the entire value of the AECO and Trimble portfolio, orchestrating all internal and partner resources to achieve customer success and revenue goals.
• Be a strong communicator, be well organized and structured, creative and with the ability to motivate all levels of sales staff; and to work within and across sectors to ensure that sales goals are met or exceeded.
• Exhibit a level of sophistication in leading groups through change, in managing through crisis and in establishing a safe space for employees to Be Themselves and Thrive.
• Have a firm personal commitment to Diversity, Equity and Inclusion with an emphasis on the shared mission of hiring, promoting or elevating the interests of diverse employees and candidates. Essential Duties & Responsibilities
• Deliver new business and revenue through leading and empowering account teams. Execute the go-to-market strategy in order to achieve business objectives, and collaborate directly with other senior managers in developing long range strategy for the entire organization.
• Work collaboratively with other AECO Sales leadership to finalize all operating selling motions and aspects of the unified sales organization.
• Have strong working knowledge of the company’s products, competitive products and the construction market.
• Create a team of successful sellers by hiring, developing and training all open positions.
• Deliver regular, accurate forecasting (both people and revenue) to senior sales management on the requested cadence.
• Establish plans for retention and continuing development of key sales talent resources and ensure sales employees are equipped with the products, systems and selling-skills’ training required to be successful.
• Monitor customer, market and competitor activity and provide feedback to the senior sales leadership team.
• Partner diligently with the Sales Enablement team to continuously improve the sales processes in order to enhance productivity and efficiency.
• Work closely with the Marketing team to ensure that marketing programs meet and align with overall sales objectives. Supply proactive input/feedback to the Marketing team for consideration to improve target messaging to specific vertical markets that maximizes revenues.
• Responsible for key customer relationships and participating in closing strategic opportunities.
• Effective communication and ability to collaborate cross-functionally, leveraging internal relationships to drive bookings. What Skills and Experience Should You Bring
• 5 years of sales management experience, including leading a team of sellers.
• Experience in a SaaS company, specifically supporting the transition of perpetual to subscription shift.
• Knowledge of the construction and/or AEC industries a plus.
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