Digital Sales Excellence Leader

Overview

Digital Sales Excellence Leader at Trane Technologies – apply to join a team that creates innovative climate solutions for buildings, homes, and transportation, with a focus on sustainable impact. This role applies sales excellence strategies to increase sales conversion rates for complex digital contracts, leveraging SaaS solutions built on platforms like Service Now, Salesforce, AWS, and Azure. It requires insights into software industry partnerships and buyer behavior, with account strategies and standard work to maximize value for customers.

This is a cross-functional, results-oriented position with accountability for sales growth and alignment with internal teams and partners.

Where this work happens and travel expectations are noted below.

This position is designated as Remote. Work hours will be within the Eastern/Central time zone. Approximately 50% travel is expected, primarily within North America, with occasional global travel.

• Utilize industry knowledge and insights to create and execute effective sales strategies that enhance the conversion rate for complex digital offerings on industry-leading platforms.
• Continuously monitor and analyze sales performance metrics, market trends, and competitor activities to identify opportunities for improvement and areas where the company can outperform competitors.
• Provide sales teams with the necessary tools, training, and resources to effectively sell complex digital solutions, including best practices, playbooks, and tailored sales approaches.
• Work closely with marketing, product development, and customer success teams to ensure alignment and support for sales initiatives, leveraging their expertise in crafting compelling value propositions.
• Identify and implement process improvements to streamline sales operations, reduce friction, and enhance the overall efficiency and effectiveness of the sales cycle.
• Design and lead programs focused on sales excellence, including workshops, seminars, and continuous learning opportunities to keep the sales team informed and skilled in the latest sales techniques and industry developments.
• Promote a customer-centric approach to selling, ensuring that sales strategies and tactics are aligned with customer needs and preferences, ultimately leading to higher satisfaction and loyalty.

• Invigorate and manage key relationships with platform partners, including Service Now and AWS.
• Lead a focused partnerships team to oversee coordination, cadence, and continuity with AWS and Service Now.
• Maintain and elevate visibility and access within the platform partner ecosystems.
• Position Trane ownership and brand as a value amplifier, enhancing collaboration with platform partners.
• Engage the Service Now sales ecosystem with a winning partnership framework, elevating partnership status within the Service Now ecosystem.

• Accelerate digital business internal commercial integration by removing cross-functional barriers.
• Coordinate dedicated enablement resources to drive collaboration across sales, delivery, and product teams.
• Train Trane sales teams to incorporate digital offerings into key sales cycles, providing targeted enablement, strategic and tactical guidance, and support.
• Provide direction and execution support across strategic initiatives to incorporate complex digital offerings into go-to-market offerings in Trane channels.
• Enable Trane sales force globally to sell complex digital offerings, integrating them into sales cycles and processes.
• Increase sales conversion and digital revenue annually.

• Bachelor’s degree or equivalent in Business Administration, Finance, Marketing, or a related discipline.
• MBA preferred.
• Leadership
  
  Experience:
  
  Proven 10+ years in progressively responsible software sales leadership roles, delivering double-digit annual recurring revenue growth; experience managing cross-functional teams and driving strategic initiatives.
• Digital Sales Strategy:
  Extensive experience in developing and implementing digital sales strategies, especially for solutions on digital platforms and…