Strategic Account Executive - MEP Software Solutions - Central Region
This role can be held remotely in the Central US.

Trimble is on a search for our next Strategic Account Executive. This person will join the Americas MEP Software sales organization supporting Trimble's MEP business unit! We are looking for the right individual who is able to engage with our top Mechanical, Electrical and Piping/Plumbing specialty contractors, existing and prospective, and effectively communicate the Trimble MEP story.

Trimble MEP is uniquely positioned to deliver on a vision of Connected Construction for the MEP specialty contractor as we connect people and process with data and workflows to drive consistent, scalable and predictable project execution which ultimately delivers higher margins for our customers.
Trimble solutions for MEP span pricing services, estimating, design/detailing, pre-fabrication, procurement, project management, ERP, and field layout / scanning with workflows that are fueled by Trimble MEP's industry's leading manufacturer specific managed content.

The Strategic Account Executive position will be reporting directly to the Regional Sales Director and will have a sales quota based on the incremental annual recurring revenue generated through your direct sales efforts as you target the top 75-100 MEP specialty contractors within your region.

You will be required to deliver the Trimble MEP connected construction message in a manner that adds value, educates and challenges our customer, and in so doing, you will perform a comprehensive account discovery that identifies and qualifies opportunities for upsell and cross sell across the Trimble MEP portfolio of solutions.

You are a hunter -- hunting both within existing and prospective accounts in your region. In addition to excellent sales skills the Strategic Account Executive should possess MEP Construction industry knowledge, ideally having worked as a Project Manager within an MEP specialty contractor at some point in your career. You will be required to provide a high quality introductory demonstration of Project MEP - Trimble's project management solution for MEP contractors. With respect to all other solutions, you will work closely with and rely on your regional sales team to drive cross sell and deeper penetration within our largest accounts as part of our overall account strategy.

Responsibilities:

• Understand the complete MEP product portfolio in order to emphasize product features based on your analysis of customers' needs, and on technical knowledge of our product capabilities and limitations.
• Strategically plan meetings with senior management and executive level decision makers in targeted MEP end user accounts to cultivate relationships, perform effective presentations, and deliver the Trimble MEP Connected Construction message.Identify and execute upon opportunities within your strategic accounts that has them convert from competitive products to a Trimble portfolio solution
• Research, develop, and acquire entirely new MEP contractor logo opportunities for Trimble MEP from your target list
• Provide a complete sales demonstration of our project management software solution without the aid of a sales engineer - for all other products you will rely on the extended sales team.
• Work with your Regional Sales Managers, Sales Engineers and Customer Success colleagues to drive recurring revenue within your strategic accounts across the entire portfolio of products
• Collaborate with sales colleagues from the wider Trimble organization to generate & pursue cross-sell opportunities within your assigned accounts.
• Drive sales and brand awareness by creating, executing, and communicating strategic business plans. Monitor actual results vs. the plan throughout the year, making adjustments when appropriate.
• Cultivate Trimble evangelists/brand champions within strategic accounts for speaking engagements, customer events and other marketing activities.
• Position yourself as a resource and leader within the sales and marketing teams regarding strategic accounts. Assist sales management and marketing in the implementation of strategic account business programs and plans.
• Quote prices, credit terms and other specifications as well as negotiate prices and terms of sales and service agreements
• Prepare sales contracts for orders obtained and submit orders for processing
• Answer customers(s) questions about products, prices, availability, product uses, and credit terms
• Create and maintain detailed and current customer records leveraging Salesforce.com
• Other activity as required by the Regional Sales Director not explicitly defined in this job description
• Collaborate with colleagues to exchange information such as selling strategies and marketing information
• Attend sales and trade meetings, and read related publications in order to obtain information about market conditions, business trends, and industry developments
• Complete expense reports, sales reports, and other paperwork in a timely manner
• Complete product and development certification and training as required
• Communicate with the product team with respect to customer / prospect feedback so that we continue to create innovative products that meet customer needs.
• Travel Requirements: Frequent travel required -- up to 50%
• You will need to be comfortable and productive working out of your home (when you are not traveling) and also have a home office environment that is conducive and suitable

Required Qualifications:

• Minimum 4 year degree, (technical degree strongly preferred)
• Minimum 5 years experience as a Project Manager or Construction Manager within an MEP Specialty Contractor
• Minimum 5 years Sales/Business Development Experience
• Must communicate extremely well (including technical concepts) both engagingly and succinctly, verbally and in writing
• Must be well organized with the ability to maintain a high level of productivity, manage multiple competing priorities, and work effectively under the pressure of time constraints in a fast-paced, complex, collaborative, and team-oriented environment
• Highly self-motivated and able to work with little direct supervision
• A proven track record of carrying challenging sales quotas and meeting/exceeding annual targets
• Ability and desire to build and leverage solid customer relationships, to understand their business needs and drivers, and to truly care about customer success
• Advanced selling capability that showcases your commitment to strategy, customer relations, negotiation and ability to close.
• Proven consultative sales solution skills, including the ability to articulate a clear, concise return on investment value statement.
• Willingness and ability to travel within the United States and Canada

Trimble Inc. is proud to be an Equal Opportunity and Affirmative Action Employer and considers qualified applicants for employment without regard to race, gender, age, color, religion, national origin, marital status, disability, sexual orientation, status as a covered veteran in accordance with applicable federal, state and local laws, or any other protected factor. EOE/M/F/V/D