Your Title: AECO EMEA Distribution Program Manager
Job Location: Europe, Remote
Our Department: AECO
Have you spent several years perfecting your relationship building with Partners and Resellers?
Are you ready to propel your career to the next level?
AECO EMEA has a robust channel business that is currently being transformed and unified to prioritize the delivery of unique workflows over the sales of disparate product lines. As we actively implement an omnichannel strategy, an experienced EMEA Programme Manager will be critical in elevating the capabilities of our professional partners throughout this transformation.
What You Will Do
An exciting opportunity to join us as our AECO EMEA Regional Distribution Program Manager. You’ll become a member of the Global Trimble Revenue Strategy Channel Team covering EMEA’s Architecture, Engineering and Construction Markets. You’ll make the most of your existing knowledge, skills and positive attitude to help further develop and execute a strategy for Distributors & Key Resellers in EMEA. Grow the channel pipeline via implementing a rock solid distribution framework, create a structure and programs that best support the revenue growth plan through distributors and Key resellers. Additionally you will:
- Be responsible for the ongoing transformation of our distribution model to focus on effectiveness and efficiency from market coverage, higher returns of investment and a scalable model toward a unified model in the near future.
- Onboarding process for new distributors and working with the various team members to drive sales and operational readiness of those new distributors
- Helping to build channel framework comprising the program criteria, constantly assessing the suitability of the partners and their associated performance.
- Instill a formal program compliance process, upgrading or downgrading partners in accordance with the partner framework for EMEA
- Assist in modelling of partner target and settings
- Consult and help with adoption on supporting tools that capture partner business plans, QBRs plans, pipeline management and forecasting.
- Participate in distributors/reseller QBRs to ensure alignment of distribution programs to support region sales strategy and growth plan
- Help build supporting documentation around new programmes
- Participate actively in the strategic global channel team decision making and ensuring the implementation within EMEA is aligned with the global channel team’s strategy
- Participating in a cadence call with the region channel leads to providing an update on the progress of the distribution program.
- Collaborate with the global Legal team, Operation team, Finance team to ensure the implementations of the contractual terms, order related process (order management, support, credits terms), taxation , rebate target approval + communications+ reimbursement process
What Skills & Experience You Should Bring
- Several years of experience in a software distribution partner environment preferably at least 2 years running distribution sales.
- Proven abilities to lead , execute changes and distribution transformation
- Sales distribution management experience with sound understanding of ARR/ACV, rebates, incentives for both high and low volume products.
- Using reporting tools (DOMO), spreadsheets , etc to help analyse past data and trending and be able to see trends
- Strong project management, negotiations and influencing skills
- Proven experience in partner program framework whether in vendors or distributors environment
- Fluent English language skills
- Willingness to travel up to 40% of the time
- Software company experience
What Skills & Experience You Could Bring
- Experience/ knowledge of CAD , 3D BIM software , construction workflows would be useful but not essential
- Bachelors degree in related field
About our AECO Division
Trimble's Architecture, Engineering, Construction & Owner (AECO) division is at the forefront of digital transformation in the built environment. We provide comprehensive software and technology solutions that span the entire construction lifecycle, from design and engineering through to construction and operations. Our offerings, including industry-leading platforms like Tekla, Trimble Connect, Viewpoint, and SketchUp, empower customers to enhance productivity, collaboration, and sustainability. Through our unified Trimble Construction One (TC1) platform, we are driving a connected construction ecosystem, enabling seamless data flow and streamlined workflows, ultimately helping our customers achieve greater efficiency and success in their projects.
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