Indirect Partner Sales Account Manager

Role Overview

• 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 partners 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

Requirements

• 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
• 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
• able to inspire and instill confidence with assigned indirect channel partners
• Ability to thrive in a highly dynamic, entrepreneurial, time sensitive, collaborative environment
• Organized and prioritize work effectively
• Work both independently and collaboratively, managing multiple partners and business priorities

Tech Stack

• Unity

Benefits

• Medical
• Dental
• Vision
• Life
• Disability
• Time off plans
• Retirement plans
• Paid Parental Leave
• Employee Stock Purchase Plan