Account Executive - Education

Esri   •  

Redlands, CA

Industry: Information Technology

  •  

5 - 7 years

Posted 40 days ago

Overview

At Esri, we believe GIS can help our customers make the world a better place. The Esri Education Program supports thousands of colleges, universities, and K-12 schools in educating the future geospatial workforce and advancing knowledge. We invite you to use your passion for education and experience with geospatial technology to sell and promote adoption of ArcGIS in educational institutions. We're looking for individuals who are customer-oriented and enjoy a collaborative "team of teams" approach to customer success. You'll work closely with teams throughout Esri to support the growth of our education community and to help students, educators, and administrators of educational institutions use GIS to improve understanding and make better decisions.

Responsibilities

  • Build relationships. Prospect, 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 throughout the institution for both academic and administrative functions. Maintain a healthy pipeline of business growth opportunities.
  • Understand our customers. Demonstrate industry knowledge and its relevance to the application of GIS. 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 education sector. Advise customers on best practices in enterprise implementations of Esri solutions to ensure broad access throughout the organization. Pursue professional and personal development to ensure competitive knowledge.
  • Deliver results. Develop and execute a business plan for expanding GIS into new domains and business units. 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. Be motivated and resourceful and take initiative to resolve issues. Use whiteboard sessions to support visual storytelling.

Requirements

  • Demonstrated experience in identifying sales opportunities with prospective and existing customers, managing the sales and adoption cycle, creating partnerships, and establishing advocacy with customers
  • Understanding of the ArcGIS platform and how it relates to the instruction, research, and academic administration in higher education
  • 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 and effectiveness within the academic culture
  • 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

Recommended Qualifications

  • Experience working within educational institutions
  • Highly motivated team player with a mature, positive attitude and passion to meet the challenges and opportunities of a business
  • General knowledge of spatial analysis and how it is used for problem solving

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