Channel Sales Representative
Trimble Inc.
full-time
Posted on:
Location Type: Remote
Location: Brazil
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Job Level
About the role
- Own and exceed annual sales targets for the Geospatial portfolio through proactive demand generation and account management.
- Evaluate and optimize the distributor network; identify geographic or technical gaps and recruit/develop partners to fill them.
- Lead the mindset shift for traditional 'box-moving' distributors, coaching them to adopt value-added solution selling and recurring revenue business models.
- Conduct rigorous Quarterly Business Reviews (QBRs) and maintain high-accuracy weekly/monthly pipeline forecasts within Salesforce.
- Utilize data analytics to evaluate marketplace potential across all segments, ensuring dealers are equipped with local strategies, training, and optimized inventory for new product releases.
- Serve as the bridge between technical hardware solutions and software ecosystems, ensuring a seamless 'One Trimble' experience for the end user.
- Manage and support channel partners to ensure they have the resources and knowledge needed to sell our products effectively. Provide training, support, and marketing materials to channel partners. Monitor channel performance and implement strategies to improve sales outcomes.
Requirements
- Extensive experience in LATAM channel distribution and multi-tier reseller business models.
- Proven ability to use value-based, solution-selling methodologies to move beyond transactional relationships.
- Comfort navigating the shift from hardware-centric sales to subscription-based (SaaS) and recurring revenue models.
- Ability to use CRM tools (Salesforce) and data analytics to audit pipelines, set targets, and adapt to market shifts.
- Strong negotiation and influence skills, with the ability to build 'trusted advisor' relationships with distributor principals and senior management.
- A balance of long-term strategic planning and short-term tactical execution in a fast-paced environment.
- Build and maintain high-level relationships with distributor principals and senior management to foster long-term collaboration and mutual business growth.
Benefits
- Health insurance
- Professional development opportunities
- Flexible work arrangements
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
sales targetsdemand generationaccount managementvalue-added solution sellingrecurring revenue business modelsdata analyticspipeline forecastingchannel performance monitoringSaaSCRM tools
Soft Skills
negotiation skillsinfluence skillstrusted advisor relationshipsstrategic planningtactical executioncollaborationcoachingtrainingsupportrelationship building