Regional Account Representative - VDC Software

Title: Regional Account Representative - VDC Software
Location: Westminster, CO, San Diego, CA, Knoxville, TN,  or Toronto, ON

Trimble is on a search for our next Regional Account Representative(s).  This person will join the Americas MEP Software Inside Sales organization supporting Trimble’s  MEP business unit

The right individual is a talented sales professional, has a solid background in software sales and account management, is customer relationship oriented, and has a passion for building construction.  You will be responsible for evangelizing, promoting, upselling, cross selling and renewing Trimble’s MEP Virtual Design & Construction (VDC) software solutions to our existing customer base within a region.  The successful candidate will play a fundamental role in achieving our annual VDC revenue growth and subscription renewal objectives.

Trimble MEP’s VDC software products include industry leading 3D Modeling, Design, Detailing and Fabrication solutions that are driving digital transformations in building construction.  Join our team and help us transform the way the world works!  


Responsibilities:
  • As a Regional Account Representative, you will join a regional VDC software sales team that includes a regional sales manager, new customer sales representative, sales engineering and customer success.
  • Working in conjunction with your regional sales team, you will execute the sales plan for your region - a plan which will have you exceed regional sales goals
  • Exceeding  your quarterly overall bookings targets
  • Exceeding your quarterly recurring revenue targets
  • Maintaining overall monthly logo churn rates at or below budget
  • Develop strong and effective long term relationships within your accounts including key executives
  • Build effective account business plans designed to land and expand and execute upon the plan
  • Use sound call planning techniques to drive business results and continually add value to customers thereby moving Trimble from “another vendor” to “trusted advisor”
  • You must learn and understand our customers’ needs and requirements and probe to uncover new cross-sell and upsell opportunities
  • Translate customer challenges and opportunities into business value for Trimble
  • Build, maintain and grow a healthy pipeline within your portfolio of accounts and provide timely, accurate and detailed forecasts
  • Help define, refine, and diligently follow sales tools, processes and methodologies to improve overall effectiveness including the tracking of weekly, monthly, and quarterly performance and sales metrics
  • Facilitate the flow of information to and from your customers to internal Trimble MEP resources as required by the business, including marketing, product management, and operations
  • Quote prices, credit terms, and other specifications as well as negotiate pricing and terms of sales and service agreements
  • Prepare sales contracts for orders obtained and submit orders for processing
  • Answer client inquiries and questions about products, prices, availability, and credit terms
  • Create and maintain detailed and current customer records leveraging Salesforce.com
  • Be the customer’s point of business contact and customer advocate within wider Trimble MEP organization 

Travel Requirements:
  • There is limited travel required in this role (annual sales events, occasional trade show, once a quarter regional sales trip)

Required Qualifications:
  • BA/BS degree or equivalent strongly preferred
  • 3+ years account management experience
  • Must communicate extremely well (including technical concepts) both engagingly and succinctly, verbally and in writing
  • Must be well organized with the ability to multitask, prioritize and manage time effectively
  • 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
  • Easily and confidently navigate Microsoft Office and Google’s suite of tools
  • Experience working in Salesforce.com or similar CRM

Other Desired Qualifications:
  • Software sales and/or sales engineering experience
  • Familiarity with the MEP construction process
  • Exposure / understanding VDC software
 

Trimble 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
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