In this position, you will leverage your consulting, business development, and sales experience to help organizations achieve and accelerate their geospatial objectives. An energetic and resourceful individual is needed to partner with Esri customers and account teams to drive strategic conversations promoting and securing change management engagements. These engagements will address the people aspect of successful technology implementations that accelerate adoption of ArcGIS strategies and technology, and produce real business value.
Responsibilities
- Prospect, develop, and propose change management strategies and solutions for deploying geospatial technology to Esri customers.
- Maintain a healthy pipeline of business development opportunities for new and existing customers by identifying and securing short-term consulting engagements and winning opportunities to conduct longer-term consulting engagements through unsolicited proposals.
- Build your professional network and engage by participating in trade shows and facilitating workshops and seminars.
- Use solution-selling skills to understand the needs and business challenges of customers.
- Clearly articulate the strength and value of Esri technology as it relates to people-focused adoption.
- Successfully execute business development sales processes for all opportunities.
- Use whiteboard sessions and other techniques to support visual storytelling and propose solutions that best meet the needs of the customer.
- Demonstrate effective account management with internal account teams and customers to foster future change management engagements.
- Leverage your change management and workforce knowledge when working with teams across Esri to promote Adoption Strategy internally to grow awareness and position them within Esri.
- Partner with Change Consultants on each engagement throughout the process.
Requirements
- 5+ years of professional experience with enterprise business development/sales, account planning, and account management at executive levels.
- Demonstrated ability to apply consultative sales process.
- Demonstrated analytical and problem-solving skills to assess client needs and develop appropriate solutions.
- Strong interpersonal, relationship-building, and teamwork skills.
- Demonstrated strong attention to detail, follow through, and organizational skills.
- Excellent verbal and written communication skills and active listening skills.
- Ability to travel up to 40% of the time.
- Bachelor's degree in business administration, marketing, or related field.
Recommended Qualifications
- Completed Change Management certification.
- Change Management technology consulting experience.
- Experience with sales methodology such as Miller Heiman, Target Account Sell, The Challenger, Solution Selling, Consultative Selling, Conceptual Selling, and Salesforce.
- Experience in either government or commercial organizations.
- Master's degree in business administration, marketing, or related field.
Total Rewards
Esri’s competitive total rewards strategy includes industry-leading health and welfare benefits: medical, dental, vision, basic and supplemental life insurance for employees (and their families), 401(k) and profit-sharing programs, minimum accrual of 80 hours of vacation leave, twelve paid holidays throughout the calendar year, and opportunities for personal and professional growth. Base salary is one component of our total rewards strategy. Compensation decisions and the base range for this role take into account many factors including but not limited to skill sets; experience and training; licensure and certifications; and other business and organizational needs.
A reasonable estimate of the base salary range is $93,600 - $178,880 USD.
About Esri
At Esri, diversity is more than just a word on a map. When employees of different experiences, perspectives, backgrounds, and cultures come together, we are more innovative and ultimately a better place to work. We believe in having a diverse workforce that is unified under our mission of creating positive global change. We understand that diversity, equity, and inclusion is not a destination but an ongoing process. We are committed to the continuation of learning, growing, and changing our workplace so every employee can contribute to their life’s best work. Our commitment to these principles extends to the global communities we serve by creating positive change with GIS technology.
If you don’t meet all of the preferred qualifications for this position, we encourage you to still apply!
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.
Esri Privacy: Esri takes our responsibility to protect your privacy seriously. We are committed to respecting your privacy by providing transparency in how we acquire and use your information, giving you control of your information and preferences, and holding ourselves to the highest national and international standards, including CCPA and GDPR compliance.
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