Description:
At Esri, we are committed to our customers and their success. It is a place for you to do your best work and partner with our customers amid a supportive culture that encourages creativity, collaboration, and passion.
Responsibilities:
- Build relationships. Prospect, develop, and implement location strategies for organizations. Maintain a healthy pipeline of business growth opportunities for new and existing customers. Leverage social media and other avenues to build your professional network. Participate and present at trade shows, workshops, and seminars.
- 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 acquisition processes. Use solution selling skills to understand the needs and business challenges of customers.
- Learn and grow. Clearly articulate the strength and value of Esri technology as it relates to the NGA mission. Consistently conduct research and pursue professional development to anticipate customer needs and trends that may impact them.
- Deliver results. Successfully execute account management and sales processes for all opportunities. Use whiteboard sessions and other techniques to support visual storytelling and propose solutions that best meet the need of the customer.
- Collaborate with others. Leverage your domain knowledge when working with teams across Esri to define and execute account strategies. Be motivated and resourceful and take initiative to resolve issues.
Requirements:
- 5+ years of enterprise sales and/or relevant consulting or program management experience
- Experience creating partnerships and establishing yourself as a trusted advisor with customers
- Understanding of account planning and opportunity strategy creation
- Demonstrated knowledge of the federal government industry and new technology trends with the ability to translate this into solutions for customers
- Able to negotiate, present, and support visual storytelling across all levels of an organization
- Ability to travel domestically or internationally 25-50% of the time
- Bachelor’s or Master’s degree in GIS, business administration, or a related field, or equivalent work experience
- US citizenship and ability and willingness to obtain a security clearance
Recommended Qualifications:
- Understanding of GIS, Esri technology, and NGA as they relate to one another
- General knowledge of data science or spatial analysis and how it is used for problem solving and uncovering patterns and trends within organizations
- Experience managing the sales life cycle
- Knowledge of industry fiscal year, budgeting, and procurement cycles