Indirect Partner Sales Account Manager

📋 Description

• • As an Indirect Partner Sales Account Manager at Trimble Inc., you will be a pivotal force in driving the success of our strategic channel partners within the Owner & Public Sector (O&PS) division. This role is instrumental in accelerating the adoption and revenue generation of the Trimble Unity suite of solutions, which are designed for comprehensive asset lifecycle management. Your primary focus will be on nurturing and expanding relationships with indirect business partners, acting as their trusted advisor and a key liaison to Trimble's extensive technology portfolio, including enterprise asset management, permitting, digital project delivery, and capital program management.
• • You will be responsible for managing a portfolio of assigned indirect partner accounts, meticulously tracking their performance against defined objectives and key results (OKRs). This involves establishing clear Key Performance Indicators (KPIs) for each partner, diligently monitoring them on a monthly basis, and providing accurate, insightful reports. Your ability to deliver precise sales forecasts, maintain a robust pipeline, and achieve key deal targets within Salesforce will be critical to your success and the overall growth strategy.
• • A core aspect of this role involves the collaborative development of strategic business plans with your assigned partners. These plans will be designed to identify and capitalize on new business opportunities, drive cross-selling and upselling initiatives, and set ambitious revenue targets. The ultimate goal is to penetrate the market more deeply with Trimble Unity solutions and foster mutual business growth, ensuring that both Trimble and its partners achieve their commercial objectives.
• • Building and maintaining a strong network of executive relationships within partner organizations is paramount. You will engage with senior leaders and key stakeholders at partner companies, ensuring alignment on strategy, business plans, and revenue expectations. This requires exceptional interpersonal skills and the ability to influence at all levels.
• • You will act as the central point of contact for your assigned partners, coordinating efforts across various internal Trimble teams. This includes collaborating closely with sales, training, marketing, and technical enablement departments to equip partners with the necessary resources, knowledge, and support to accelerate their growth, increase generated revenue, and enhance their service and project delivery capabilities.
• • Continuous assessment and refinement of partner strategies and plans will be essential. You will proactively identify areas for improvement and adapt strategies to optimize partner performance and maximize mutual success. This dynamic approach ensures that partnerships remain effective and aligned with evolving market demands.
• • Serving as the primary point of contact, you will coordinate all partner-related activities, from sales and marketing enablement to technical support and performance management. This ensures a seamless and supportive experience for our partners, fostering strong, long-term relationships.
• • Active participation in strategic and quarterly business reviews (QBRs) with partners is a key responsibility. You will also ensure partner engagement in training sessions, partner summits, user conferences, webinars, and other relevant events to keep them informed and empowered.
• • Beyond managing existing partnerships, you will actively prospect for potential new partnerships and alliances. This involves developing new business and technical relationships that can contribute to Trimble's strategic growth objectives.
• • You will work collaboratively with partners to identify and explore strategic opportunities for future collaboration, innovation, and expansion, ensuring a forward-looking approach to partnership development.
• • Close collaboration with Trimble's internal legal teams is required for the creation and finalization of contracts. You will ensure that all parties adhere to the terms and conditions of these agreements, thereby delivering on the key performance objectives of each partnership.
• • This role demands a proactive, results-oriented individual who can thrive in a fast-paced, entrepreneurial, and collaborative environment. Your ability to manage multiple priorities, work independently, and build strong, lasting relationships will be key to your success in driving significant revenue growth through indirect channels.