Digital Sales Excellence Leader

Trane Technologies Digital Sales Excellence Leader

At Trane Technologies and through our businesses including Trane and Thermo King, we create innovative climate solutions for buildings, homes, and transportation that challenge what's possible for a sustainable world. We're a team that dares to look at the world's challenges and see impactful possibilities. We believe in a better future when we uplift others and enable our people to thrive at work and at home. We boldly go.

Trane Technologies is currently seeking a Digital Sales Excellence Leader. The Digital Sales Excellence Leader will apply sales excellence strategies to increase sales conversion rates for complex digital contracts. In this role, you will leverage your experience selling Software-as-a-Service (SaaS) solutions built on industry-leading platforms like ServiceNow, Salesforce, AWS, and Azure. You will use your insights into navigating software industry partnerships and your understanding of buyer behavior to establish account strategies and standard work to maximize the value we can create together with our customers. This is a cross-functional, results-oriented position with clear accountability for sales growth and alignment both internally and with partners.

Where is the work : This position will be located in Minneapolis, St. Paul, or Davidson, and the individual will work our Standard Schedule 4 days in office, 1-day flexible work location. We value our employees' ability to thrive both at work and at home through a work arrangement that supports collaboration, productivity, well-being, and flexibility. In-Office Days : Onsite Monday to Thursday engaging with your colleagues. Flexible Location Day : On Fridays enjoy the flexibility to work from a location that best suits your productivity and personal needs. Approximately 50% travel expected, primarily within North America, with occasional global travel.

What you will do : Sales Excellence : Utilize industry knowledge and insights to create and execute effective sales strategies that enhance the conversion rate for complex digital offerings on industry-leading platforms. Continuously monitor and analyze sales performance metrics, market trends, and competitor activities to identify opportunities for improvement and areas where the company can outperform competitors. Provide sales teams with the necessary tools, training, and resources to effectively sell complex digital solutions, including best practices, playbooks, and tailored sales approaches. Work closely with marketing, product development, and customer success teams to ensure alignment and support for sales initiatives, leveraging their expertise in crafting compelling value propositions. Identify and implement process improvements to streamline sales operations, reduce friction, and enhance the overall efficiency and effectiveness of the sales cycle. Design and lead programs focused on sales excellence, including workshops, seminars, and continuous learning opportunities to keep the sales team informed and skilled in the latest sales techniques and industry developments. Promote a customer-centric approach to selling, ensuring that sales strategies and tactics are aligned with customer needs and preferences, ultimately leading to higher satisfaction and loyalty.

Partner Ecosystem & Positioning : Invigorate and manage key relationships with platform partners, including ServiceNow and AWS. Lead a focused partnerships team to oversee coordination, cadence, and continuity with AWS and ServiceNow. Maintain and elevate visibility and access within the platform partner ecosystems. Position Trane ownership and brand as a value amplifier, enhancing collaboration with platform partners. Engage the ServiceNow sales ecosystem with a winning partnership framework, elevating partnership status within the ServiceNow ecosystem.

Internal Strategic Alignment : Accelerate digital business internal commercial integration by removing cross-functional barriers. Coordinate dedicated enablement resources to drive collaboration across sales, delivery, and product teams. Train Trane sales teams to incorporate digital offerings into key sales cycles, providing targeted enablement, strategic and tactical guidance, and support. Provide direction and execution support across strategic initiatives to incorporate complex digital offerings into go-to-market offerings in Trane channels. Enable Trane sales force globally to sell complex digital offerings, integrating them into sales cycles and processes. Increase sales conversion and digital revenue annually.

What you will bring : Bachelor's degree or equivalent in Business Administration, Finance, Marketing, or a related discipline. MBA preferred. Leadership Experience : Proven track record of at least 10+ years in progressively responsible roles in software sales leadership, delivering double-digit annual recurring revenue growth. Experience managing cross-functional teams and driving strategic initiatives is essential. Digital Sales Strategy : Extensive experience in developing and implementing digital sales strategies, especially selling solutions on digital platforms and technologies such as AWS and ServiceNow. Sales and Marketing : Experience in sales enablement and marketing strategies, including training sales teams, driving pipeline growth, and increasing sales through strategic initiatives. Partnership Management : Strong experience in managing and nurturing key partnerships, particularly with major platforms like AWS and ServiceNow. Ability to elevate partner tiers and enhance technical access. Communication Skills : Excellent verbal and written communication skills, with the ability to articulate complex concepts to diverse audiences at all levels, including internal teams, partners, customers, and other stakeholders. This role has been designated by the Company as Safety Sensitive.

Compensation : Base Pay Range : $157,600 - $226,900. Total compensation for this role will include an incentive plan. Disclaimer : This base pay range is based on US national averages. Actual base pay could be a result of seniority, merit, geographic location where the work is performed. We offer competitive compensation and comprehensive benefits and programs. We are an equal opportunity employer; all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, pregnancy, age, marital status, disability, status as a protected veteran, or any legally protected status.