Sales Team Lead - Earth Sciences (National Government Sector)

Full-time

Our team leads are part of a highly-skilled team that promotes and sells the adoption of Esri technology. We invite you to use your coaching and team-building skills as well as your experience with geospatial technology to become an integral part of the national government sciences team by leading the earth sciences group. We’re looking for individuals who inspire and motivate others and who enjoy implementing strategies that will radically improve the challenges federal science agencies face. You’ll lead a team that helps our customers take advantage of geoanalysis to find unique patterns, trends, and understanding hidden within complex business problems.

  • Empower your team. Manage the sales activities of your team by strategically leading all stages of the account management process. Mentor your team through active coaching, clear direction, and regular feedback. Cultivate a virtual team to support sales objectives and generate results. Collaborate with manager and extended team to develop a multi-year sales strategy that drives growth and new product adoption.
  • Deliver results. Build and execute a targeted business plan and strategy to grow new business and increase adoption in mature agency accounts. Demonstrate strong account management expertise through program/account ownership while leading the team to meet revenue targets. Successfully execute the sales cycle to close new opportunities to meet sector goals. Work creatively to develop solutions that help clients reach their goals and initiatives.
  • Build relationships. Prospect, develop, and implement location strategies for large, complex organizations. Create and lead opportunities within high-level lines of business. Identify new funding sources and develop programs to support them within the earth sciences space. Participate 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.
  • Be an expert. Demonstrate expert knowledge of ArcGIS and its value propositions within the earth sciences industry. Consistently conduct research and pursue professional development to ensure competitive knowledge and translate this into countering messages. Expertly plan and prepare negotiations with customers.
  • 8+ years of enterprise sales experience providing solutions to businesses
  • 5+ years of experience leading, motivating, and coaching a team
  • Able to build compelling account growth strategies
  • Advanced knowledge of the earth sciences industry and new technology trends, and the ability to translate this into complex solutions for customers
  • Deep understanding of GIS and Esri technology
  • Expert visual storyteller and negotiator across all levels of an organization
  • Knowledge of federal government fiscal year budgeting and procurement cycles, and how to effectively navigate contracting
  • Experience developing, negotiating, and closing large enterprise agreements
  • Experience with insight selling methodologies, including understanding and mitigating threats
  • 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
  • Knowledge of spatial analysis and how it is used for problem solving

Questions about our interview process? We have answers.

Our passion for improving quality of life through geography is at the heart of everything we do. Esri’s geographic information system (GIS) technology inspires and enables governments, universities, and businesses worldwide to save money, lives, and our environment through a deeper understanding of the changing world around them.

Carefully managed growth and zero debt give Esri stability that is uncommon in today’s volatile business world. Privately held, we offer exceptional benefits, competitive salaries, 401(k) and profit-sharing programs, opportunities for personal and professional growth, and much more.

Esri is an equal opportunity employer (EOE) and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability status, protected veteran status, or any other characteristic protected by law.

If you need a reasonable accommodation for any part of the employment process, please email askcareers@esri.com and let us know the nature of your request and your contact information. Please note that only those inquiries concerning a request for reasonable accommodation will be responded to from this e-mail address.

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