Overview
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’sConnected 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 Transportationfranchises 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 businessrelationships to increase business and capacity to support growth initiatives.
- 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 opportunities.
- Create business terms sheets, collaborate with legal from contract creation tocompletion 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 throughdifferences to a positive conclusion.
- Present new products and services opportunities to grow and enhance existingrelationships.
- Create channel/partner rollout plans and models that meet business objectives andgrow Trimble Transportation ARR. Work with partner/channel to execute on a timelybasis.
- Collaborate with internal TT organizations to insure product, marketing,sales,implementation and customer support objectives are delivered to meet businessobjectives
- Define Key Performance Objectives for each partner/channel, track monthly andreport to TT executive management
Additional Responsibilities
- Shape strategic plan: In conjunction with key stakeholders, drive the development oflong-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 businesstrends 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 forboth 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 review.
- Implement and manage collaborations: Ensure that each collaboration isappropriately integrated, managed and resourced within the company to maximize probability of success.
