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 large, complex organizations. Create new opportunities within high-level accounts and deepen relationships. Participate in and present at trade shows, workshops, and seminars.
- Understand our customers. Demonstrate advanced industry knowledge and its relevance to the application of GIS. Identify key stakeholders and business drivers within organizations and gain access to executive, enterprise-level decision makers. Understand complex customer budgeting and acquisition processes.
- Learn and grow. Clearly articulate the strength and value of Esri technology as it relates to the AEC industry. Consistently conduct research and pursue professional development to ensure competitive knowledge. Use your innovative whiteboarding and presentation skills to support visual storytelling.
- Deliver results. Proactively execute the account management and sales processes for all opportunities in order to meet revenue goals. Continually evaluate work in terms of its contribution to meeting customer needs.
- Collaborate with others. Lead account strategies by consistently collaborating with teams across Esri and Esri business partners. Actively share knowledge and support/mentor team members. Be motivated and resourceful and take initiative to resolve issues.
Requirements:
- 5+ years of enterprise business development and/or relevant consulting or program management experience
- 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 the AEC industry and new technology trends with 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% of the time
- Bachelor’s or Master’s degree in GIS, business administration, or a related field, or equivalent work experience