Tuesday, June 14, 2016
As a member of the Business Development Division, you will work collaboratively with an account team to sell and promote adoption of Esri’s ArcGIS platform within an organization. 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 of accounts. Utilize your experience in enterprise sales to help customers leverage geospatial information and technology to achieve their business goals.
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 local government
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
Five or more years of enterprise sales experience providing platform solutions to businesses
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, whiteboarding, 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 to city, county, or state government
Knowledge of 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/or 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
Understanding of the ArcGIS platform and how it relates to city, county, or state government
Experience working with city, county, or state government, preferably at the department director level
Experience working with GIS
General knowledge of spatial analysis and problem solving
Results oriented; ability to write and craft smart, attainable, realistic, time-driven goals with clear lead indicators
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