Director, Channel Development & Alliances
Reporting to the Trimble Transportation Sector Vice President of
Supply Chain Insights & Channels, the Director, Channel Development
& Alliances will serve as a key member of the Channel Development &
Alliances team, working closely with all franchise and divisions of
the Trimble Transportation Sector, third party partners and the
executive management team to drive and implement key strategic
initiatives and revenue growth.
This position will play a key role in shaping and executing
Trimble Transportation's Connected Supply Chain strategy by
building a leadership position in the SMB, mid-market and small
enterprise shipper segments, as well as with carriers and brokers.
The Director, Business Development & Strategic Alliances will be
responsible for identifying, evaluating, implementing and managing
a broad range of strategic business initiatives, collaborations,
reseller channels and partnerships as well as for bringing new
technologies, relationships and resources to the company.
Primary Key Responsibilities
Collaborate with Product Management and leaders of Trimble
Transportation franchises and divisions to establish business
priorities to align business development strategy and execution to
meet business goals
Prospect for potential new partnerships and channels to develop
business relationships to increase business and capacity to support
Evaluate inbound partnership requests and collaborate with
product management and business leaders to create financial and
technical business case for decision
Develop partners/channels by growing, maintaining, and
leveraging your network and cold/warm calling as appropriate within
your defined business area to ensure a robust pipeline of
Create business terms sheets, collaborate with legal from
contract creation to completion and insure all parties adhere to
contract terms and conditions to deliver on TT key performance
objectives of the relationship
Handle objections by clarifying, emphasizing agreements and
working through differences to a positive conclusion.
Present new products and services opportunities to grow and
enhance existing relationships.
Create channel/partner rollout plans and models that meet
business objectives and grow Trimble Transportation ARR. Work with
partner/channel to execute on a timely basis.
Collaborate with internal TT organizations to insure product,
marketing,sales, implementation and customer support objectives are
delivered to meet business objectives
Define Key Performance Objectives for each partner/channel,
track monthly and report to TT executive management
Shape strategic plan: In conjunction with key stakeholders,
drive the development of long-term and short-term strategies to
leverage corporate competencies and build corporate value.
Identify and prioritize key initiatives: Be well versed in key
technical and business trends and track market dynamics to
establish actionable opportunities. Leverage network and resources
to establish and maintain relationships with prospective partners
to keep Trimble Transportation as top of mind.
Drive robust business development process: Deliver successful
deal outcomes for both strategic partnerships to transactions
including conducting comprehensive technical & business evaluation,
scenario planning and analysis, constructing & negotiating
innovative, value-creating "win-win" deals and collaborating with
Commercial, R&D, Legal, Finance and other stakeholders to build
buy-in. Champion new opportunities through senior management
Implement and manage collaborations: Ensure that each
collaboration is appropriately integrated, managed and resourced
within the company to maximize probability of success.
Experience and Qualifications
Four year college degree
8+ years of experience in the computer software industry in the
capacity of sales, business development or channel/partnership
Channel/Partnership experience working with supply chain
planning and execution and/or fleet management technologies
Strategic, out-of-the-box thinking with keen business instincts
and the ability to execute on bold ideas creating value add results
for the company.
Strong sales and communications skills and the ability to
influence promotional efforts of channel partners.
Must have strong closing skills and be able to directly support
and help close new business.
Technical and business acumen across industry technology
platforms supporting transportation, supply chain, and distribution
disciplines of shippers, carriers and third party
Strong executive presence with experience championing the
business case with Senior Management.
Track record of driving business development process through
inception, evaluation, execution and implementation including
structuring, analysis, diligence and leading negotiations.
Broad network of contacts across the supply chain technology
software and hardware industry, systems integration businesses,
relevant industry consultants and venture capital/private equity
Excellent analytical, project management and organizational
skills with the ability to make sound business judgments.
Energetic, resourceful self-starter with high integrity,
problem-solving skills and collaborative approach to thrive in a
dynamic, team environment.
Flexibility to travel up to 40% in non-pandemic conditions.
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