Now Hiring - Applanix - Aerospace And Defense Director, Global Channel Sales - Architecture and Design in Westminster, CO

Trimble is recruiting for a Global Channel Sales Director, Architecture and Design, to fill an opportunity in Westminster, CO (or Remote).

Job Description

SketchUp is one of the world's most popular 3D modeling and design tools. Today, hundreds of thousands of architects, engineers, contractors, designers, and other creatives use SketchUp to design everything from stadiums to skyscrapers and everything in between.

As the Global Channel Sales Director, you will focus on achieving and exceeding the global channel (indirect) sales targets. By leveraging relationships with A&D regional channel leaders and Trimble CES leaders, you execute strategies to ensure the channel's go-to-market success. Using your previous channel experience, you will continue to develop a forward-looking channel strategy that blends current strategy with future state structure. You will lead a global team of channel managers and consolidate an accurate weekly forecast and pipeline report broken down by the major regions (NA, LATAM, EMEA & APAC). The global coverage our distribution partners provide the business is key to the overall success of the business, and you will be leading the charge and ownership of increasing the channel's impact on net new ACV while continuing to improve churn rates.

Responsibilities Include:

• Achieve or exceed the global indirect channel sales targets, including net new ACV and churn KPIs

• Work directly with regional channel sales managers and their regional partners to ensure the achievement of channel targets within their regions on a quarterly and annual basis

• Maintain and present (weekly, monthly, quarterly) an accurate channel forecast and pipeline by region

• Implement an indirect channel program and structure, ensuring program standardization, including distribution to reseller model, channel margins, and KPIs

• Key stakeholder in building and executing a long-term regional go-to-market strategy alongside regional channel managers, eCommerce leaders, and direct sales leaders.

• Collaborate with marketing to implement campaigns and programs to maximize pipeline creation and drive deal conversions

• Identify and improve the process, efficiency, and productivity of the global indirect go-to-market team

• Work with customer success leadership to provide proper Customer Success support for regional partners and a KPI-based program for ensuring indirect channels provide proper support during different phases of the lifecycle of a customer.

• Standardize a process for sales, technical sales, and certification programs for partners

• Ensure partner contracts are aligned with Trimble’s business goals while creating a successful outcome for the partner

• Accountable for the digital transformation representation in global discussions and implementation for the department

• Represent the indirect channel team in leadership meetings

Skills & Experience Required

• Experienced Sales leader with a proven track record of global selling into the AEC market.

• 3+ years of people management experience.

• 7+ years of sales/channel sales experience.

• Bachelor’s Degree or equivalent years of experience in Sales Management.

• Experience managing pipelines and forecasts within Salesforce.

• Ability to effectively collaborate across multiple organizations and functions.
  

Bonus Skills & Experience

• Knowledge of 3D modeling, 3D graphics processing, or energy performance is a plus.

• Background in Engineering, Architecture, Design, or User Experience is also a plus.
  

DOE 180k + variable

Pay Equity

Trimble provides the following compensation range and general description of other compensation and benefits that it in good faith believes it might pay and/or offer for this position. This compensation range is based on a full time schedule. Trimble reserves the right to ultimately pay more or less than the posted range and offer additional benefits and other compensation, depending on circumstances not related to an applicant’s sex or other status protected by local, state, or federal law.

Bonus Eligible?

Trimble offers comprehensive core benefits that include Medical, Dental, Vision, Life, Disability, Time off plans and retirement plans. Most of our businesses also offer tax savings plans for health, dependent care and commuter expenses as well as Paid Parental Leave and Employee Stock Purchase Plan.