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Business Development Manager

Location
Maryland
Job Type
Permanent
Posted
17 Nov 2021

Trimble is recruiting for an exceptional Business Development Manager, Mass Transit to join our Transportation and Infrastructure division in North America

Job Summary: 

Trimble works with leading global engineering, construction and infrastructure owners worldwide.  We help our customers to implement digital project delivery processes and leverage design and construction technologies to deliver more sustainable, safer and better quality projects, on time and on budget.  Working closely with Transportation and Infrastructure Owners and the AEC community, this team provides thought-leadership to solve design, engineering, and data management challenges and improve collaboration and transparency across stakeholders.  We leverage emerging technologies that help our customers accelerate project delivery (3D collaboration platforms, BIM, Augmented reality, Machine learning, Autonomy, etc.)  The BDM has responsibility to identify and manage major infrastructure project opportunities being developed in the region with a specific focus on large civil infrastructure projects in mass transit. 

The ideal candidate understands industry trends, has the business savvy, technical insight, relationship development skills and public/private sector operational experience, is excited about change, and enjoys working on complex, long-term strategic and innovative opportunities directly with key public sector decision makers, technology providers, policy makers, trade associations, and influential industry consultants. The candidate possesses experience selling civil design and construction technology on large projects or experience bidding and winning design and/or construction projects directly with mass transit owner operators. The candidate should be skilled in project delivery, construction management, and have succeeded in promoting the right technology and solutions in proposals to meet client needs. 

The BDM is responsible for generating, managing, and executing high impact customer and partner activities while having a strong technical aptitude to identify best-in-class solutions in mass transit. The focus on deals with the mass transit segment will provide the candidate with the opportunity to help shape and deliver on a strategy to address new challenges, build mindshare, and encourage the broad use of technology to all industry stakeholders.

Trimble's Transportation and Infrastructure division sells hardware, software, and services to the public and private sector across the AEC industries. To be successful in the role requires direct engagement with owners, designers, and contractors across the mass transit ecosystem.    

The successful candidate operates in a multi-faceted, fast-paced, entrepreneurial environment. The candidate must be comfortable engaging in business development and remote collaboration in a virtual setting with special attention to Trimble´s Diversity, Equity and Inclusion values.

Defined responsibilities will include some or all of the following:

  • Build awareness and thought-leadership for digital delivery technologies and communicate inspirational, credible, and differentiated stories to new and existing Transportation and Infrastructure customers in the defined region. 

  • Develop the account plans and growth strategies for the strategic accounts and partner channels within your market. 

  • Identify and facilitate the coordination of large project opportunities across the project stakeholders and with the internal solutioning teams at Trimble.

  • Define clear Objectives and Key Results for each specific Strategic Account and the projects to facilitate the up and cross selling of Trimble solutions and services

  • Identify, develop, & close high-revenue value deals and convert leads into active customers 

  • End-to-end responsibility for the entire sales cycle, prospecting, and development of the pipeline for the region 

  • Influence and position the company and solutions across the various project stakeholders and throughout the project lifecycle 

  • Attend and be a technology thought leader at local association industry events and trade shows.

  • Use market intelligence, analytical skills, evangelism, product knowledge, and outstanding communication and presentation skills to sell and close business 

  • Work with internal teams to develop project proposals, RFI and RFP documentation and validate related scope of works.

  • Leverage the Channel Partner ecosystem to further develop the territory and uncover incremental revenue opportunities for the Company 

  • Travel across Region >50% 

Requirements:

  • Bachelor's degree in civil engineering, urban planning or equivalent education 

  • Solid Construction and Design Engineering domain expertise related to mass transit.

  • Business background and proactive attitude

  • 8+ Years of sales consultative experience within the construction space 

  • Must be able to demonstrate a significant number of contacts and networking in-depth knowledge of the construction industry 

  • Proven track record of quota attainment and experience growing net new pipeline 

  • Experience working on large multi-million projects exceeding $500M 

  • Experience selling construction software, BIM/CDE, Digital transformation  and/or  related technologies 

  • Demonstrated infrastructure project experience, industry knowledge, and relationships  - must be credible to C-level executives in person and online 

  • Energetic, self-motivated team player who can thrive in a "start-up" environment and help the Company grow 

  • Creativity, ability to think outside the box and attention to detail is required

  • High-level contacts and relationships in mass transit on the owner side    

Preferred Qualifications:

  • Experience working for a civil construction contractor or large engineering firm with airport engineering, design, and construction focus is a plus

  • Technology background within the construction industry is preferred

We are Trimble! We create solutions to design, build, and maintain roads and buildings. We create solutions to survey land and subdivide areas into cities. We create solutions to improve crop yield in farms to feed and fuel cities. We create solutions to track vehicles that transport goods from point A to B to support the economy and feed cities. We have solutions that meet the needs of the ecosystem. This is the universe we live in and this is what we do. We are a global company transforming the way the world works wherever it needs to be done.


 

Trimble Inc. is proud to be an Equal Opportunity and Affirmative Action Employer and considers qualified applicants for employment without regard to race, gender, age, color, religion, national origin, marital status, disability, sexual orientation, status as a covered veteran in accordance with applicable federal, state and local laws, or any other protected factor. EOE/M/F/V/D

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Details

  • Job Reference: 424764207-2
  • Date Posted: 17 November 2021
  • Recruiter: Trimble
  • Location: Maryland
  • Salary: On Application
  • Sector: Administration
  • Job Type: Permanent