Regional Channel Development Manager, Field Systems

Job Summary

The Trimble Field Systems group is hiring for a Regional Channel Development Manager role who will be responsible for supporting the execution of our go-to-market strategy for our Civil Construction portfolio — on machine, off machine and office software.

The role will be focused on working with the regional sales team to target and acquire new distribution partners to build out our existing network. 

Key areas of focus for the role include understanding the strategies of the major businesses within the Field Systems sector and being able to identify and acquire new partners who can help us execute the business strategies.

The successful candidate will be passionate about the development of our channel as the best in class partner to deploy Trimble’s technology in civil construction to drive efficiencies, safety and accuracy for our customers.

Key Roles & Responsibilities

• Research prospective distribution partners and evaluate fit against Trimble’s criteria and strategy within assigned region

• Collaborate with regional sales and sector leadership to agree on which prospective dealers to target and ensure alignment on the outreach plan for each target

• Reach out and have initial conversations with prospective resellers, working to identify and build relationships and good rapport with key decisionmaker(s)

• Prepare customized pitch decks and other materials and lead discovery calls/meetings with prospects, including representatives from Trimble’s sales or leadership team, as appropriate 

• Estimate the size of the opportunity in a particular trade area from both the prospective partner’s and Trimble’s perspectives

• Populate pro forma profit and loss statements using appropriate inputs/assumptions from various sources, refining the model to fit each prospective dealer, and walk prospective dealers through the financial model and expected outcomes

• Follow-up on all requests for additional information, working cross-functionally with other stakeholders within Trimble to find answers to questions, gather relevant facts or data, and create content that addresses the issue/ask from the prospective dealer

• Coordinate in-person meetings with prospective dealers and relevant Trimble stakeholders, taking care of the agenda, content, and logistics

• Actively manage the pipeline of prospective dealers, reporting out on the status, progress, and expected timing for achieving key milestones 

• Identify and escalate any problems to the Strategic Scaling Team (SST) and follow-up to ensure all issues are addressed/resolved

• Maintain detailed and up-to-date notes related to interactions with prospective dealers in Customer Relationship Management (CRM) system or other tracking tools

• Prepare mutual nondisclosure agreements (NDAs) and reseller agreements, managing the redlining and execution processes, working with Legal and other business stakeholders to ensure these documents comply with Trimble’s requirements

• Provide warm hand-off of newly signed dealers to Trimble’s onboarding and account management teams

Success in the role is defined as

• Objectively measured improvements in dealer knowledge of the Civil Construction offerings

• Close working relationships with key internal stakeholders, including marketing, sales and dealer health & performance teams

• Measurable engagement improvement and revenue growth of our specialty construction offerings across the dealer channel

• Organized quality content that is easily available and leveraged by internal sellers and the dealers

Required Skills & Abilities

• Undergraduate degree required, MBA preferred 

• At least 10 years of professional experience - experience working in a global, matrixed organization a plus

• Strong knowledge of Google Suite (Mail, Docs, Sheets, Slides, etc.) and Microsoft Office (Word, Excel, PowerPoint) and be comfortable working with data 

• Must be detail-oriented and have good communication and project management skills

• Background in contracting helpful but not required

• Experience working with dealers or similar third party partners helpful

• High degree of autonomy and professionalism required

• Deep understanding of the civil construction industry, target markets and customers 

• Curiosity and strong listening skills with an ability to manage multiple inputs and opinions

• Passionate about enabling others to be successful

• Highly motivated with an ability to handle ambiguity and maintain a positive mindset

• Excellent interpersonal skills with a strong ability to work across the organization

Desired CharacteristicsInspire: 

• Hold a global outlook and create an inclusive environment that embraces cultural differences.

• Evangelize the vision for Field Systems to drive channel excellence.    

Engage:

• Be curious and humble by asking questions and striving to understand before responding.

• Value, solicit and respect others’ ideas and knowledge. 

Achieve: 

• Passionate about delivering results that support the business.

• Set high standards and continually raise the bar. 

• Use positivity, initiative and perseverance to remove barriers and complete tasks.

Apply Today!

If you are ready to take your career to the next level and join a friendly, high-tech company, we would love to hear from you. Apply now to become a part of Trimble's dynamic team and help us shape the future of technology.

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