Key Accounts Consultant

Trimble Solutions ME is looking for a Major Accounts Consultant to join our team in Dubai - UAE.

Summary/Objective

Working within a great sales team, you will be performing an integral role in providing pre and post-sale technical business consulting on our Regional Major Accounts, supporting the Key Account Manager to help drive the successful adoption of Trimble AECO solutions. You will provide feedback to product management and professional services teams for proposition and process improvements, as well as advise professionals in the Architecture, Engineering, and Construction (AEC) industries on how to optimize investment and adoption of our solutions. Travel throughout the Middle East Region and occasional International travel required.

Other responsibilities will include but are not limited to:

• Pre and post-sale consultancy

• Lead pre and post-sale consulting engagement with potential and existing customers, compelling product and solution offering presentations.

• Uses in-depth product knowledge and technical expertise to provide pre-sale consulting and facilitate customer meetings.

• Demonstrates proposed solutions and relates them to critical business issues and success factors.

• Provides post-sale ‘health check’ assessments and best practices to optimize customer deliverables.

• Develop Trimble AECO products footprint with adoption with named Major Accounts to increase market share and sales revenue.

• Product demonstrations of Trimble AECO solutions covering our Architectural and BIM structural offerings, MEP family of solutions, Contracts and Field Management solutions and Design Engineering Solutions. Expanding to other solutions as they are launched in the region.

Sales and Marketing

• Working with sales and marketing management teams to ensure that our sales and marketing strategies, tools and collateral represent our solutions in the most effective way in our target markets and Account Based Marketing approach

• Develop use cases, demo sites and webinars to demonstrate value and drive demand of the technology.

• Participate and provide subject matter expertise at national and regional roadshows and events.

Product strategy

• Working with sales, professional services, and product management functions to ensure Trimble’s product development strategy delivers market requirements and optimizes market penetration and position.

• Work closely with large strategic enterprise accounts to capture future proposition requirements to inform product roadmap.

• Working with product management and sales teams, provide regular product briefing sessions to the customer base.

• Deliver complex client-specific cross-application prototype presentations combining wider Trimble solution offerings and tailored Proof of Concept customer-specific projects.

• Localization and testing of Trimble Solutions to meet the needs of target customers, localization can include but is not limited to demo materials, demo scripts, custom components, training materials, and webinars.

• Customer training/workshops if needed.

Market awareness

• Develop knowledge about competitive products available in the market.

• Identify and develop relationships with industry influencers to create mindshare and generate demand.

• Contribute to strategic Major account development in terms of relationships as well as plans to win and grow key accounts from a solution/technical perspective.

Qualification and Job Experience required

• Bachelor's Degree or higher in Engineering, preferably in Structural, Electrical, or Mechanical domain.

• At least 5 years of experience in the construction industry in design, engineering, detailing, construction management, and construction planning or quantity survey.

• Solid domain knowledge of the construction industry business (Technical Office and Digital Delivery), practices, and policies. Those with good contacts with industry influencers, construction leaders, and associations will have an added advantage.

• Knowledge of BIM workflows, BSI standards, BIM execution plans, and EIRs is a must

• At least 3 years of technical sales experience. Those with sales experience in a Construction Technology organization will be an added advantage.

• Candidates must have strong presentation skills, written and oral communication abilities, and the ability to foster team collaboration.

• Excellent presentation skills and the ability to do public speaking are crucial for this role

• Fluency in English and Arabic 

• Awareness of competitive solutions landscape

• Ability to discuss and develop customer roadmaps for digital transformation and awareness of the latest technology trends such as AI, IoT, Robotics, etc.

About Trimble:

Trimble is transforming the way the world works by delivering products and services that connect the physical and digital worlds. Core technologies in positioning, modeling, connectivity, and data analytics enable customers to improve productivity, quality, safety, and sustainability. From purpose-built products to enterprise lifecycle solutions, Trimble software, hardware, and services are transforming a broad range of industries, such as agriculture, construction, geospatial transportation, and logistics. www.trimble.com

Our employees represent this diversity and can be found in over 30 countries, working closely with their colleagues around the world. Due to our geographic, product, and customer reach, there is plenty of room at Trimble for exceptional people to grow. Come position yourself with an innovative industry leader and position yourself for success.