Strategic Accounts Manager - Channel Sales

Strategic Accounts Manager – Channel Sales

Revolutionise Project Delivery as our next strategic hunter ready to champion best‑in‑class technology and outperform the competition. Trimble is seeking a high‑impact professional to drive growth across our AEC software portfolio and shape the future of large account channel partner sales in EMEA.

What Makes This Role Great:

This is a high‑visibility, strategic role where you will lead large account growth across Trimble’s EMEA partner ecosystem. Leveraging a market‑leading portfolio including SketchUp and Tekla, you will identify and develop high‑value opportunities across the region and drive them to close exclusively through our network of value‑added resellers. You will operate with full ownership of the opportunity lifecycle, working across data sources and partner channels to unlock complex deals and deliver measurable impact at scale.

Key Responsibilities & Qualifications:

• Execute a strategic sales plan to penetrate large accounts and drive new logo acquisition
• Build and accurately forecast a rolling 12‑month pipeline
• Define and execute account strategies to drive long‑term growth
• Identify and prioritise high‑value opportunities to build a strong pipeline
• Grow strategic accounts through upsell and cross‑sell opportunities
• Own complex, multi‑stakeholder sales cycles across Project, IT, and C‑suite
• Position SketchUp, Tekla, and other products as core solutions for the market
• Collaborate with internal and partner teams on solution‑led opportunities
• Develop proposals aligned to customer needs and budgets
• Drive all deals through local partners, ensuring alignment and accountability
• Capture market and customer feedback to inform strategy
• Monitor market trends and competitor activity to adjust approach
• Proven track record selling enterprise software into construction, engineering, or AEC
• Strong understanding of CDE, BIM workflows, and field or site operations
• Ability to identify and analyse opportunities from disparate data sources
• Experienced in value‑based selling and managing complex, long‑cycle deals
• Ability to translate technical solutions into clear business ROI for executives
• Demonstrated success in large account acquisition
• Solid knowledge of SaaS models, licensing, and sales structures
• Strong negotiation and deal‑closing skills in multi‑stakeholder environments
• Highly autonomous with strong prioritisation and problem‑solving skills
• Clear communication across email, phone, and senior stakeholders
• Fluent in spoken and written English
• 5+ years’ experience in enterprise software or IT sales
• Degree‑level education or equivalent experience

Bonus Points For:

• Experience with large‑scale digital construction platform implementations
• Additional European languages – spoken and written

Logistics:

Location: UK, France, Finland, Netherlands & Bulgaria – RemoteTravel Requirement: Up to 25%

If you need assistance or would like to request an accommodation in connection with the application process, please contact