Strategic Accounts Manager – Channel Sales

Job Description

As a Strategic Accounts Manager, you will: - Implement a strategic sales plan to engage major accounts and secure new business. - Develop and maintain a 12-month sales pipeline with accurate forecasts. - Define and execute account strategies to promote long-term growth. - Identify and prioritize valuable opportunities to strengthen the sales pipeline. - Expand strategic accounts through upselling and cross-selling efforts. - Manage intricate, multi-stakeholder sales processes involving Project, IT, and C-suite executives. - Position Trimble products, including SketchUp and Tekla, as essential solutions for the target market. - Collaborate with internal and partner teams to pursue solution-oriented opportunities. - Create proposals tailored to customer needs and budgets. - Facilitate all transactions through local partners, ensuring alignment and accountability. - Collect market and customer feedback to inform strategic decisions. - Stay informed about market trends and competitor activities to refine strategies.

Qualifications

To be successful in this role, you should possess: 1. 5+ years' experience in enterprise software or IT sales. 2. A proven history of selling enterprise software in construction, engineering, or AEC sectors. 3. A solid understanding of CDE, BIM workflows, and on-site operations. 4. The capacity to identify and analyze opportunities from diverse data sources. 5. Experience in value-based selling and managing complex, long-cycle deals. 6. The ability to translate technical solutions into tangible business ROI for executives. 7. A demonstrated track record of successful large account acquisition. 8. A strong grasp of SaaS models, licensing, and sales frameworks. 9. Exceptional negotiation and deal-closing skills in environments with multiple stakeholders. 10. High autonomy with excellent prioritization and problem-solving capabilities. 11. Clear communication skills across email, phone, and in interactions with senior stakeholders. 12. Fluency in both spoken and written English.

Benefits

- Flexible work arrangements - Professional development opportunities