Account Executive-Private Sector

job description

Trimble is seeking a high-energy, entrepreneurial Account Executive to drive the expansion of our Asset Lifecycle Management (ALM) solutions within the private sector. In this remote role, you will leverage your sales expertise to partner with commercial enterprises, healthcare systems, and higher education institutions, helping them transform their capital program workflows. As a member of a global technology leader dedicated to connecting the digital and physical worlds, you will be empowered to use consultative selling to solve complex problems and deliver sustainable value to our customers.

What you will do:

• Lead and execute Trimble’s sales process to pursue new logo accounts assigned to you.

• B2G territory sales with a focus on prospecting, presenting, and selling complex software products and services to new private logos.

• Develop business and account plans to grow pipeline (including account profiling, account positioning strategy, pre-call planning, customer needs analysis, business justifications, strategic partner alignment, and sales opportunity development).

• Build meaningful customer relationships, including Directors, VPs, and C-level executives.

• Leverage commercial insights to engage and teach prospective customers on how to transform their project and asset lifecycle management practice with Trimble Unity Suite.

• Expand opportunities and increase average deal sizes by up-selling add-on and cross-selling a proven and customer-loved portfolio of Trimble products.

• Team with Sales Development and Sales Engineering to drive net new client acquisition.

• Work with Legal and Deal Desk teams on deal structure and execution.

• Provide, accurate, and detailed forecasts by use of our sales processes and methodologies.

What you will bring:

• BA/BS or equivalent experience preferred.

• 7+ years of direct quota-carrying sales experience selling complex technology solutions—SaaS experience strongly preferred.

• Demonstrable track record of pipeline development for adequate coverage against quota.

• Commitment to a strong opportunity qualification standard (MEDDPIC).

• Experience using a consultative, solution-based sales methodology desired (Challenger a plus).

• Track record of successful business case development and presentation.

• Strong Business Acumen.

• History of navigating complex contract negotiation and long sales cycles.

• Experience in software selling to C-level executives.

• Previous experience using Salesforce.com.

• Excellent oral and written communication skills with the ability to conduct product demonstrations.

About the Role

In this position, you will own the full sales cycle for Trimble’s “best of breed” ALM suite, focusing on the Design, Permit, Build, and Maintenance phases of private sector capital programs. With an OTE of $175k (Salary + Variable), you will be responsible for generating net new revenue through aggressive prospecting and strategic account positioning. You will act as a trusted advisor to C-suite executives, utilizing the MEDDPIC qualification framework and Challenger sales methodologies to navigate long-term contracts and exceed growth targets within a collaborative, inclusive, and mission-driven environment.