Account Executive - Land Administration

Redlands, CA; DC;

OVERVIEW

As a member of the Business Development Division focusing on national governments internationally, you will work collaboratively with an account team and the international distributor network to sell and promote adoption of Esri’s ArcGIS platform within a variety of national government organizations. As part of an account team, you will be responsible for facilitating the development and execution of a set of strategies for a defined portfolio for land administration. When executing these strategies you will utilize your experience in enterprise sales to help customers leverage geospatial information and technology to achieve their business goals.

RESPONSIBILITIES

Prospect and develop opportunities to partner with key stakeholders to envision, develop, and implement a location strategy for their organization
Clearly articulate the strength and value proposition of the ArcGIS platform
Develop and maintain a healthy pipeline of opportunities for business growth
Demonstrate a thoughtful understanding of insightful industry knowledge and how GIS applies to initiatives, trends, and triggers
Understand the key business drivers within an organization and identify key business stakeholders
Understand your customers’ budgeting and acquisition processes
Successfully execute the account management process including account prioritization, account resourcing, and account planning
Successfully execute the sales process for all opportunities
Leverage and lead an account team consisting of sales and other cross-divisional resources to define and execute an account strategy
Effectively utilize and leverage the CRM to manage opportunities and drive the buying process
Pursue professional and personal development to ensure competitive knowledge of the national GIS markets that relate to land administration entities
Leverage social media to successfully prospect and build a professional network
Participate in trade shows, workshops, and seminars (as required)
Support visual story telling through effective whiteboard sessions
Be resourceful and take initiative to resolve issues
REQUIREMENTS

Five or more years of enterprise sales experience providing platform solutions to organizations within national government
Demonstrated experience in managing the sales cycle including prospecting, proposing, and closing
Ability to adapt to new technology trends and translate them into solutions that address customer needs
Demonstrated experience with strong partnerships and advocacy with customers
Excellent presentation, white boarding, and negotiation skills including good listening, probing, and qualification abilities
Experience executing insight selling methodologies
Demonstrated understanding and mitigation of competitive threats
Excellent written and verbal communication and interpersonal skills
Ability to manage and prioritize your activities
Demonstrated experience to lead executive engagements to provide services and sell into the land administration markets and entities
Knowledge of national government fiscal year, budgeting, and procurement cycle
Highly motivated team player with a mature, positive attitude and passion to meet the challenges and opportunities of a business
Ability to travel domestically and internationally up to 50%
Bachelor’s or master’s in GIS, business administration, or a related field, or equivalent work experience, depending on position level
Account Executive - Land Administration