Indirect Partner Sales Account Manager

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Title:

Indirect Partner Sales Account Manager

Job Location: Remote, US (Up to 50%+ Travel)

Our Division: Trimble Owner & Public Sector (O&PS), which is part of the larger Architecture, Engineering, Construction and Owner (AECO) business operations segment.

Reporting to the Trimble Owner & Public Sector Director of Partnerships & Alliances, this position will serve as a key member of the partner team working closely with assigned indirect channel partner accounts to drive partner-generated sales, opportunities and revenue growth. Our indirect partners play a critical role in accelerating key market segment adoption of the Trimble Unity suite of solutions for asset lifecycle management to include enterprise asset management, permitting, digital project delivery, capital program management and other products within Trimble's technology portfolio.

You'll also become a partner's trusted advisor at Trimble, while also interfacing with Trimble staff and other partners.

The successful candidate will support Trimble's initiative to develop and maintain strategies with key indirect business partners advising on an ongoing basis, communicating all relevant matters from pipeline development, opportunity advancement, sales, marketing and partner technical enablement against business objectives, growth and key results.

• Manage assigned indirect partner channel accounts and partner performances against key objectives and key results
• Define Key Performance Indicators for each assigned indirect partner, track monthly and report
• Deliver accurate partner sales forecasts, pipeline and key deal targets in Salesforce
• Jointly develop assigned indirect partner business plans that capture new business, cross-sell and upsell opportunities and revenue targets that accelerate Trimble Unity market penetration and mutual business opportunities for growth
• Develop, foster and extend a network of executive relationships with senior leaders and other key contacts at partner organizations and ensure strategy, business plans and revenue expectations are met
• Collaborate with internal Trimble cross-functional sales, training, marketing and technical enablement teams to empower assigned indirect partners accelerated growth, generated revenue, services and project performance
• Continually reassess, and if necessary, revisit assigned partner strategies and plans to optimize performance
• Serve as assigned partner's main point of contact and coordinating function for all matters related to partner performance and sales, marketing and technical enablement
• Ensure partner participation in strategic and quarterly business reviews, training, partner summits, user conferences, webinars, meetings and other events
• Prospect for potential new partnerships and alliances to develop business and technical relationships
• Work with partners to identify strategic opportunities for future collaboration and growth
• Collaborate with internal Trimble legal contacts for contract creation to completion and ensure all parties adhere to contract terms and conditions to deliver on key performance objectives of the relationship

• Undergraduate degree in Business, Engineering, or related fields
• 7+ years relevant indirect channel business development, strategic partner management, or sales experience in high growth tech companies
• Industry experience in software, technology and industrial solutions preferably in AEC, state and local government, construction software market segments
• Proficient in using Salesforce or other industry-standard CRM business tools for effective pipeline management.
• Highly developed interpersonal skills with the ability to effectively engage with senior executives, management teams, staff, and key stakeholders
• Ability to drive progress and results by building and managing complex business relationships; and convert engagements into contractual agreements
• Ability to present, influence, and interact with partner business executives
• Strong influencing skills, a high level of personal presence and maturity, as well as strong communications and relationship building skills -…