Build relationships. Develop and grow relationships with strategic customers in the education industry. Educate and motivate customers to adopt modern GIS practices; migrate to current releases of ArcGIS; and deploy GIS for facilities and infrastructure management, institutional research, and campus safety/security. Maintain a healthy pipeline of business growth opportunities.
Understand our customers. Demonstrate industry knowledge and its relevance to the application of GIS as it pertains to campus administration and operations. Identify key stakeholders and business drivers for an organization. Understand customer budgeting and decision-making processes.
Be an expert. Clearly articulate the strength and value of the ArcGIS platform as it relates to the administration of educational institutions. Advise customers on best practices in enterprise implementations of Esri solutions and integration with industry-standard business systems such as CAD, IWMS, SIS, and others. Pursue professional and personal development to ensure competitive knowledge.
Deliver results. Develop and execute a business plan for expanding GIS into new business units in campus operations. Collaborate with Educational Services and Professional Services teams to ensure customer success and ROI. Contribute to minimum 3-5% annual revenue growth. Establish time-driven goals that are attainable and realistic.
Collaborate with your team. Leverage your domain knowledge when working with cross-divisional teams to define and execute account strategies. Foster a cooperative engagement strategy with Esri's robust network of business partners and system integrators. Be motivated and resourceful and take initiative to resolve issues. Use whiteboard sessions to support visual storytelling.
Demonstrated experience managing the sales and adoption cycle, creating partnerships, and establishing advocacy with customers
Understanding of the ArcGIS platform and how it relates to the administration and operations of colleges, universities, and schools, including facilities and infrastructure management, institutional research, and campus safety/security
Ability to adapt to new technology trends and translate them into solutions that address customer needs
Excellent presentation, whiteboarding, and negotiation skills including good listening, probing, and qualification abilities
Demonstrated understanding of the business challenges faced by administrators of educational institutions
5+ years of enterprise sales experience providing platform solutions to businesses
Ability to travel domestically up to 50%
Bachelor's or master's in GIS, business administration, or a related field, or equivalent work experience, depending on position level
Highly motivated team player with a mature, positive attitude and passion to meet the challenges and opportunities of a business
Experience working within educational institutions
General knowledge of technology trends and problem-solving capabilities