Senior Strategic Account Manager

Senior Strategic Account Manager

This is a critical, high-impact role responsible for driving the strategic transition of Trimble's largest accounts across the Americas (Owners, General Contractors, and Specialty/Trade Contractors). This individual must be a passionate, empathetic team player who is open to change, works exceptionally well with others, and possesses an unwavering willingness to win for both the customer and Trimble.

What You Will Do:

The Senior Strategic Account Manager (SAM) will manage a select portfolio of 7-10 Tier 1 Strategic Accounts, leading the shift from tactical, product-centric engagement to a repeatable, standardized enterprise solution framework across all relevant Trimble business units.

The SAM acts as the executive sponsor and orchestrator for the customer, tasked with achieving significant growth in Annual Recurring Revenue (ARR) by mapping Trimble's entire platform value proposition to the customer's long-term digital transformation objectives (ROI, risk reduction, enterprise standardization).

• Implement and adhere to standardized SAM processes and methodologies (e.g., MEDDIC/Value Selling) for all accounts to drive predictable, repeatable success patterns.
• Develop, execute, and own mandatory, quarterly Strategic Account Plans (SAPs) with defined growth strategies, resource maps, success metrics and executive engagement targets.
• Drive the adoption of standardized enterprise agreement language to accelerate deal closure and reduce legal administrative burden.
• Establish and maintain relationships with C-level and executive VP leadership, shifting conversations from products and features, to enterprise value (financial ROI, risk mitigation, operational efficiency).
• Actively engage the dedicated Industry Workflow Team to quantify opportunities, establish formal Statements of Work (SOWs), and drive value realization of Trimble's full ecosystem of capabilities.
• Lead the extended team to present a single, coordinated, platform proposition that leverages the entire Trimble software and hardware ecosystem to drive deep penetration.
• Coordinate and lead mandatory quarterly and/or annual Executive Business Reviews (EBRs), aligning and ensuring the attendance of all key stakeholders. These EBRs are engaging, creative, and highly consultative, designed to be customer-centric, promote an "always be discovering" mindset, and co-create success plans that ensure long-term strategic alignment.
• Drive deal-level collaboration by convening and directing cross-functional teams (including Sales Engineering, Product Sales, Marketing, Customer Success, and Product) to deliver the unified enterprise solution.
• Champion internal understanding and alignment, where cross-Trimble's business unit collaboration is essential for closing deals and achieving high Net Retention.
• Maintain accurate and complete forecasting and opportunity management in the CRM, specifically tracking multi-Trimble business units solution pipeline.

What You Will Bring:

• 10+ years of proven success selling complex enterprise construction technology solutions, including AECO software (design/detailing, fabrication, project management, estimating, construction ERP), plus geospatial and/or machine control software and hardware, and related services.
• 7+ years managing large, global or multi-region enterprise accounts, preferably within the Construction, Infrastructure, or Industrial sectors.
• Deep functional understanding of the construction industry ecosystem (Owners, General Contractors, Trade/Specialty Contractors).
• Demonstrated expertise in formal sales methodologies such as MEDDIC, Value Selling, or Challenger.
• Proven ability to work and provide value at the senior executive level (VP, SVP, CXO), with a track record of closing multi-million dollar, multi-year contracts.

• Highly consultative sales solution skills, including the ability to articulate a clear, concise return on investment (ROI) value statement and business case justification.
• Exceptional ability to lead and motivate highly decentralized, matrixed teams without direct reporting authority.
• High tolerance for ambiguity combined with a disciplined approach to process adherence, governance, and account planning.
• Excellent verbal, written, interpersonal, and presentation skills, particularly in structuring complex deal language.
• Willingness and ability to travel up to 50% within the United States and Canada.

About Our Division AECO

Trimble is developing technology, software and services that drive the digital transformation of construction with solutions that span the entire architecture, engineering and construction (AEC) industry. Empowering teams across the construction lifecycle, Trimble's innovative approach improves coordination and collaboration between stakeholders, teams, phases and processes. Trimble's Connected Construction strategy gives users control of their operations with best-in-class solutions and a common data environment. By automating work and transforming workflows, Trimble is enabling construction professionals to improve productivity, quality, transparency, safety, sustainability and deliver each project with confidence.

Compensation: This position is compensated by a combination of base salary plus commission earnings. Trimble provides the following compensation range and a 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.

• Hiring Range: $144,584.00–$195,252.00
• Pay Rate Type: Salary + Commission

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. If this position is identified above as commission- or bonus-eligible, the terms of the commission plan or discretionary bonus plan for which you are eligible will be provided following the employee start date.

At Trimble, we are committed to fostering a diverse, inclusive, and equitable workplace where everyone can thrive. Guided by our core values—Belong, Innovate, and Grow—we embrace and celebrate differences, knowing they make us stronger and more innovative. We are proud to be an equal opportunity employer, welcoming individuals of all backgrounds and advancing opportunities while embracing race, color, gender identity, sexual orientation, religion, disability, veteran status, or any other protected and diverse characteristic. We are committed to offering our candidates and employees with disabilities or sincerely held religious beliefs the ability to seek reasonable accommodations in accordance with applicable law and/or where it would not constitute undue hardship for Trimble.