Description:
Responsibilities:
- Build relationships. Prospect, develop, and implement location strategies for large, complex organizations and develop trusted partnerships. Create and lead new opportunities within high-level lines of business. Participate in and present at trade shows, workshops, and seminars.
- Understand our customers. Use your advanced industry knowledge and its relevance to the application of GIS 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.
- Learn and grow. Demonstrate expert knowledge of Esri technology and its value proposition within the AEC 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 in order to meet sector goals. Work creatively to develop solutions that help clients reach their goals and initiatives. Use your innovative whiteboarding and presentation skills to support visual storytelling.
- Collaborate with others. Lead account strategies by consistently collaborating with teams across Esri and Esri business partners. Be motivated and resourceful and take initiative to resolve issues. Lead by example through perseverance and initiative.
Requirements:
- 5+ years of successfully supporting customers in a sales, consulting or relevant industry role
- Experience managing the sales cycle, creating partnerships, and establishing yourself as a trusted advisor with large customers
- Possess financial and business acumen to build compelling account growth strategies
- Advanced knowledge of AEC industries and new technology trends and the ability to translate this into complex solutions for customers
- Understanding of GIS, Esri technology, and the AEC industry as they relate to one another
- Expert visual storyteller and negotiator across all levels of an organization
- Knowledge of industry fiscal year, budgeting, and procurement cycles
- Ability to travel domestically or internationally 25-50%
- Bachelor’s or master’s in GIS, business administration, or a related field, or equivalent work experience
Recommended Qualifications:
- General knowledge of data science or spatial analysis and how it is used for problem solving and uncovering patterns and trends within organizations
- Experience with and specific knowledge of construction management and general contractor workflows, business models, and practices
- Experience selling products and services to construction management, general contractors, and/or construction trades