Senior Director, Strategic Accounts, Americas

The Senior Director, Strategic Accounts at Trimble plays a pivotal role in leading and managing the strategic accounts sales team, developing effective sales plans, and building long-lasting relationships with key clients. This position involves collaborating across Trimble's business units to deliver comprehensive solutions, identifying new business opportunities, and providing regular sales forecasts to senior management, making it essential for company growth.

To excel as a Senior Director, Strategic Accounts at Trimble, candidates should possess a Bachelor's degree in Business, Marketing, or a related field, along with over 10 years of SaaS sales experience, particularly in strategic accounts. Experience in the AECO industries is advantageous, alongside a strong track record in managing and growing accounts, excellent communication skills, and the ability to lead diverse teams.

Trimble is committed to fostering a culture of continuous improvement and professional growth, especially for those in leadership positions like the Senior Director, Strategic Accounts. The role includes mentoring and developing the sales team, providing them the opportunity to enhance their skills through ongoing training and collaboration, ensuring they stay at the cutting edge of industry advancements.

The target salary for the Senior Director, Strategic Accounts at Trimble is $350,000 OTE. However, the company reserves the right to offer compensation above or below this range based on individual qualifications and local market factors, ensuring a fair and competitive salary depending on the candidate’s experience.

Candidates preparing for the Senior Director, Strategic Accounts interview at Trimble should familiarize themselves with the company's innovative software solutions and its impact on the AECO industry. Additionally, honing their understanding of market trends, competitor dynamics, and demonstrating a strong ability to lead and inspire a sales team will be crucial in making a great impression.

To maintain strong relationships with key accounts, I would develop a tailored engagement plan for each client, regularly schedule check-ins, and leverage insights from data analytics to anticipate their needs and challenges. By positioning yourself as a strategic partner rather than just a vendor, you can build trust and loyalty.

In my previous roles, I have successfully led sales teams by fostering a culture of transparency, collaboration, and continuous improvement. This included setting clear goals, conducting regular team meetings to celebrate wins, and providing constructive feedback based on performance metrics which not only motivated the team but also encouraged professional growth.

Creating effective sales and account plans starts with deep client analysis to understand their needs and current challenges. I would utilize market research to identify trends and potential opportunities, aligning our solutions with the clients’ goals, ensuring that our approach is both strategic and adaptable to changes throughout the sales cycle.

I assess the success of a sales team using key performance indicators such as sales revenue growth, the number of deals closed, customer acquisition costs, and retention rates. Additionally, I monitor team engagement and morale, as a motivated team is often reflective of strong results.

Handling objections in the sales process requires active listening and empathy. I address concerns by validating the client's feelings, providing well-researched responses, and demonstrating how our solutions meet their needs while also showing them the value of overcoming their objections and moving forward.

In a previous role, I took over a struggling account by first establishing trust through open communication. I assessed their pain points, formulated a targeted recovery plan, and re-engaged them with customized solutions. Over time, their trust and satisfaction improved, leading to increased sales and a renewed contract.

Technology plays a crucial role in my sales strategy by enabling data-driven decision making. I utilize CRM systems for tracking leads and interactions, implement sales automation tools to streamline processes, and leverage analytics to tailor solutions effectively, ensuring we stay ahead of client needs and market shifts.

Monitor market trends and competitor activities through a combination of industry reports, social media insights, and competitive analysis tools. I encourage my team to engage in continuous learning, attending industry conferences and webinars, thus enabling us to quickly adapt our strategies and remain competitive.

My long-term vision for strategic account management revolves around building robust partnerships and ensuring our solutions evolve in alignment with client needs. This involves continuous engagement, incorporating feedback, and innovating our services to exceed client expectations and drive mutual growth.

Ensuring alignment between sales and other departments involves regular cross-functional meetings, establishing shared goals, and using collaborative tools. I believe in creating a culture of open communication where sales teams can easily partner with marketing, product development, and customer support to deliver a consistent and cohesive client experience.