Sales Manager - Federal Health & Sciences

ESRI; Vienna (VA); On-site; USD 135,200 - 218,400; Full time

Benefits offered by this job

Medical, dental, and vision insurance

401(k) and profit-sharing programs

Vacation leave and paid holidays

Job summary

Esri seeks a Sales Manager to lead, coach, and inspire sales teams to achieve sector goals for revenue growth in the Federal Health and Sciences sector. This role requires a strong background in enterprise sales and experience with GIS technology.

The ideal candidate has proven success in managing sales teams and a solid understanding of customer requirements, as well as excellent negotiation and presentation skills. A diverse work environment and competitive benefits are offered.

Qualifications

• 5+ years of experience managing and coaching a sales or consulting team.
• 8+ years of enterprise sales experience providing solutions.
• Excellent presentation, whiteboarding, and negotiation skills.

Responsibilities

• Direct sales activities with effective coaching.
• Act as a strategic leader forming collaborative teams.
• Attain sales goals and growth through strategic planning.
• Recognize user requirements and share opportunities.
• Be recognized as a thought leader in the industry.

Skills

Sales management

Coaching and mentoring

Enterprise sales experience

GIS technology knowledge

Presentation skills

Negotiation skills

Education

Bachelor’s degree in business administration or related field

Master's degree in business administration or related field (recommended)

Job description

Overview

At Esri, our sales managers provide leadership to highly skilled teams that promote and sell the adoption of Esri technology. We invite you to use your proven sales and management success to meet or exceed sector goals for revenue growth within Esri’s Federal Health and Sciences team. We’re looking for an individual who inspires and motivates others and who can ensure their staff is aligned and focused on sales objectives. You’ll lead a team that helps new and existing customers optimize and expand adoption of Esri technology, identify new areas of growth, and share expertise that helps deliver on their mission.

Responsibilities

• Empower your team. Direct sales activities and staff through effective coaching, supporting, and strategically participating in all stages of the sales process. Provide clear direction and regular feedback. Conduct consistent one-on-one pipeline reviews with all account managers/executives to build effective communication and improve sales and activity performance. Understand the training and development needs of your staff.
• Be a strategic leader. Form a collaborative virtual team of solution engineers, strategic partners, and cross-divisional resources to support the business plan and sales strategy for their business area. Model business ethics and best practices for your team. Leverage CRM analytics to execute industry business and sales plans.
• Drive revenue. Attain sales goals and growth by establishing sales objectives, creating revenue forecasts, and developing an annual business plan. Prioritize accounts and establish meaningful sales strategies for individual account portfolios.
• Understand our customers. Recognize user requirements, feedback, ideas, and new opportunities and share them across teams and cross-functional units. Take an active role in industry events including keynotes and crucial customer engagements.
• Be an expert. Leverage research, critical thinking, analysis, and recommendations to be recognized as a thought leader. Own strategic engagements as needed.

Requirements

• 5+ years of experience managing and coaching a sales or consulting team
• 8+ years of enterprise sales experience providing solutions to businesses
• Proven ability to win projects utilizing business development techniques
• Understanding of GIS and Esri technology
• Solid knowledge of Federal Health and Sciences agencies/departments, new technology trends, and the ability to translate this into solutions for customers
• Excellent presentation, whiteboarding, and negotiation skills including good listening, probing, and qualification abilities
• Ability to travel domestically or internationally up to 50%
• Bachelor’s degree in business administration, business management, GIS, or a 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 administration, business management, GIS, or a 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 $135,200 — $218,400 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.

Equal Opportunity

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.