8+ years in enterprise sales or relevant consulting experience
3+ years of team mentorship and coaching
Strong skill in developing account growth strategies
In-depth knowledge of key industries like Hi-Tech and Financial Services
Expertise in GIS and Esri technology
Proficient visual storyteller and negotiator
Understanding of budgeting and procurement cycles
Bachelor's degree in GIS, engineering, or related field
Responsibilities
Empower your team by leading and managing sales activities
Build relationships by prospecting and developing location strategies
Understand customer needs and articulate value of Esri technology
Demonstrate expertise in ArcGIS and negotiate effectively
Deliver results by executing the sales cycle and developing creative solutions
Benefits
Industry-leading health and welfare benefits including medical, dental, and vision
401(k) and profit-sharing programs
Minimum 80 hours vacation leave annually
Twelve paid holidays each year
Opportunities for personal and professional growth
Full Job Description
Overview
You will lead a team that helps new and existing customers optimize and expand adoption of Esri technology, identify new areas of growth, and share expertise that helps deliver on their mission.
Responsibilities
Empower your team. Manage the sales activities of your team by strategically leading all stages of the mid-market account management process. Mentor your team through active coaching, clear direction, and regular feedback. Cultivate a virtual team to support sales objectives and generate results.
Build relationships. Prospect, develop, and implement location strategies for large, complex organizations. Create and lead opportunities within high-level lines of business. Participate and present at trade shows, workshops, and seminars.
Understand our customers. Use your advanced Hi-Tech, Media & Entertainment, Consumer Goods & Services, Insurance and Financial Services industry knowledge and its relevance to the application of GIS (Geographic Information System) to clearly articulate the strength and value of Esri technology. Identify key stakeholders within organizations and gain access to executive, enterprise-level decision makers. Understand complex customer budgeting and acquisition processes.
Be an expert. Demonstrate expert knowledge of ArcGIS and its value propositions within the infrastructure industry. Consistently conduct research and pursue professional development to ensure competitive knowledge. Expertly plan and prepare negotiations with customers.
Deliver Results. Successfully execute the sales cycle to close new opportunities to meet sector goals. Work creatively to develop solutions that help customers reach their goals and initiatives. Use your innovative whiteboarding and presentation skills to support visual storytelling.
Requirements
8+ years of enterprise sales and/or relevant consulting or program management experience
3+ years of experience mentoring, motivating, and coaching on a team
Ability to build compelling account growth strategies
Advanced knowledge of the Hi-Tech, Media & Entertainment, Consumer Goods & Services, or Insurance and Financial Services industry and new technology trends, and the ability to translate this into complex solutions for customers
Deep understanding of GIS and Esri technology
Expert visual storyteller and negotiator across all levels of an organization
Knowledge of the fiscal year, budgeting, and procurement cycles
Ability to travel domestically or internationally up to 50%
Bachelor's degree in GIS, surveying, engineering, business administration, or a related field
Visa sponsorship is not available for this posting. Applicants must be authorized to work for any employer in the U.S.
Recommended Qualifications
Knowledge of data science or spatial analysis and how it is used for problem solving and uncovering patterns and trends within organizations
Master's degree in GIS, business administration, or a related field
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Total Rewards
Esri's competitive total rewards strategy includes industry-leading health and welfare benefits: medical, dental, vision, basic and supplemental life insurance for employees (and their families), 401(k) and profit-sharing programs, minimum accrual of 80 hours of vacation leave, twelve paid holidays throughout the calendar year, and opportunities for personal and professional growth. Base salary is one component of our total rewards strategy. Compensation decisions and the base range for this role take into account many factors including but not limited to skill sets; experience and training; licensure and certifications; and other business and organizational needs.
A reasonable estimate of the base salary range is
$114,400-$197,600 USD
About Esri
Esri is a global leader in geographic information system (GIS) software, location intelligence, and mapping. The company was founded in 1969 and is headquartered in Redlands, California. Esri's software is used by governments, businesses, and non-profit organizations worldwide to analyze and visualize data in order to make better decisions. The company's flagship product, ArcGIS, is a powerful mapping and analytics platform that allows users to create, manage, and share geographic information. Esri has a strong commitment to sustainability and social responsibility, and works to promote environmental stewardship and social equity through its products and services.
