Deal Development Specialist

Esri; Vienna (VA); On-site; USD 74,000 - 109,000; Full time

Benefits offered by this job

Medical, dental, vision insurance

Life insurance

401(k) and profit-sharing

Vacation leave and paid holidays

Job summary

Esri is seeking a contracts and pricing-oriented professional to draft and negotiate sales agreements, work with cross-functional teams, and mitigate contractual risk. The role requires attention to detail, strong communication, and familiarity with software licensing and pricing structures.

The position offers a comprehensive total rewards package and a base salary range aligned to market norms in the United States. Travel up to 10% may be required.

Qualifications

• 2+ years of work experience with master purchasing agreements, enterprise programs, proposals, quotes, and/or contracts.
• 1+ years of experience with commercial software pricing models, strategy, pricing analysis and/or pricing catalogs.
• Knowledge of Esri product models, licensing, and maintenance programs.
• Understanding of the software sales process, software licensing, intellectual property, and basic contract structures.
• Ability to clarify complex business relationships through research and consultation with multiple stakeholders; maintaining confidentiality of pricing, reporting, and terms of contracts.
• Excellent written and verbal communication, interpersonal, and listening skills.
• Detail oriented with high accuracy.
• Proficiency with Microsoft Office applications, particularly reporting and spreadsheets.
• Occasional travel up to ~10%.
• Visa/work authorization for the U.S.

Responsibilities

• Deliver, review, negotiate, and draft sales agreement offers, OEM, reselling, sales or procurement contracts.
• Collaborate with sales, procurement, marketing, product management, and development to ensure agreements align with business and risk objectives.
• Identify and mitigate contractual risks and propose practical solutions.
• Provide insight and patterns to leadership; maintain organization and manage confidential information.

Skills

Contract management

Pricing analysis

Software licensing

Communication

Detail oriented

MS Office

Education

Bachelor's degree in business/management/economics

Master's degree in related field

Tools

Salesforce

SAP

Job description

Overview

At Esri, our team supports strategic sales positioning, procurement, programs, and processes. We interact with business development and operational teams from various industries and governments. We invite you to use your strong analytical skills and experience to support our sales division with sales agreements, programs, and sales best practices. You will capture details of offers to meet business needs and sales goals. You will use your skills to build and maintain relationships, mitigate risk, and drive resolution, growth, and process improvement.

Overview

At Esri, our team supports strategic sales positioning, procurement, programs, and processes. We interact with business development and operational teams from various industries and governments. We invite you to use your strong analytical skills and experience to support our sales division with sales agreements, programs, and sales best practices. You will capture details of offers to meet business needs and sales goals. You will use your skills to build and maintain relationships, mitigate risk, and drive resolution, growth, and process improvement.

Responsibilities

• Deliver Results. Review, negotiate, and draft sales agreement offers, OEM, reselling, sales or procurement contracts. Work together with sales, procurement, marketing, product management, and development groups to understand and ensure agreements are consistent with Esri’s business, financial, and risk management objectives.
• Build Relationships. Respond to work requests promptly and provide quality, customer-focused support to staff regarding routine agreements and other specialized offers. Able to work as part of a fast-paced team and utilize working relationships to achieve business goals.
• Be an expert. Leverage your business acumen and experience to consistently anticipate and guard against potential contractual risks and propose mitigation strategies. Maintain high ethical standards in every aspect of the position and comply with company policy, laws, and regulations.
• Innovate and Adapt. Use your diligence, excellent business judgement, and strategic thinking to provide insight and patterns to your leadership. Maintain strong organizational skills and attention to detail in working with various information sources and databases of confidential information.

Requirements

• 2+ years of work experience with master purchasing agreements, enterprise programs, proposals, quotes, and/or contracts
• 1+ years of experience with commercial software pricing models, strategy, pricing analysis and/or pricing catalogs
• Knowledge of Esri product models, licensing, and maintenance programs
• Understanding of the software sales process, software licensing, software, intellectual property, and basic contract structures
• Ability to clarify complex business relationships through research and consultation with multiple stakeholders in addition to maintaining confidentiality of pricing, reporting, and terms of contracts
• Excellent written and verbal communication, interpersonal, and listening skills
• Detail oriented with the ability to work with a high level of accuracy
• Expertise with Microsoft Office applications, particularly reporting functionality and spreadsheets
• Occasional travel may be required (up to ~10%); travel needs may vary based on business requirements
• Bachelor’s degree in business, management, economics, or related field
• Visa sponsorship is not available for this posting. Applicants must be authorized to work for any employer in the U.S.

Recommended Qualifications

• Master’s degree in business, management, economics, or related field
• Experience working as part of a cross-functional team with multiple stakeholders
• Familiarity with Salesforce.com and SAP
• Exposure to contracting, pricing, and weighing risk

Questions about our interview process? We have answers.

Total RewardsEsri’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: $74,256 USD - $109,200 USD

The Company

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. For more information on Esri’s Racial Equity and Social Justice initiatives, please visit our website here.

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. If you need reasonable accommodation for any part of the employment process, please email [e-mail] 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.

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.