Sales Team Lead - Commercial

ESRI; Redlands (CA); Hybrid; USD 114,000 - 198,000; Full time

Job summary

Esri is seeking a strategic leader to head a commercial account team, driving adoption of ArcGIS across large organizations. You will mentor a virtual team, develop location-based growth strategies, and present at industry events to advance opportunities.

A deep GIS background and strong negotiation skills are essential to articulate value and close deals. The role requires 8+ years in enterprise sales or related consulting, plus 3+ years of coaching experience.

Qualifications

• 8+ years of enterprise sales and/or relevant consulting experience.
• 3+ years of experience mentoring, motivating, and coaching on a team.
• Able to build compelling account growth strategies.
• Advanced knowledge of Hi-Tech, Media & Entertainment, Consumer Goods & Services, or Insurance and Financial Services industries and trends.
• Deep understanding of GIS and Esri technology.
• Expert negotiator across all levels of an organization.
• Knowledge of the fiscal year, budgeting, and procurement cycles.
• Ability to travel domestically or internationally up to 50%.
• Bachelor's degree in GIS, surveying, engineering, business administration, or related field.
• Visa sponsorship is not available; applicants must be authorized to work in the U.S.

Responsibilities

• Empower your team. Manage the sales activities of your team and mentor through coaching, direction, and feedback.
• Build relationships. Develop location strategies for large, complex organizations and represent at trade shows and seminars.
• Understand our customers. Apply GIS industry knowledge to articulate Esri technology value to executives.
• Be an expert. Maintain expert ArcGIS knowledge and negotiate with customers.
• Deliver Results. Close new opportunities and craft solutions to help customers achieve goals.

Skills

Enterprise sales

Coaching & mentoring

Account growth strategy

GIS knowledge

Negotiation

Public speaking

Travel readiness

Education

Bachelor's degree (GIS, surveying, engineering, business)

Tools

ArcGIS

Job description

Overview

At Esri, 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 commercial account team. We are looking for an individual who inspires and motivates others and who enjoys implementing strategies that will radically improve the challenges businesses face. You will 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. 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.
• Build relationships. Prospect, develop, and implement location strategies for large, complex organizations. Create and lead opportunities within high-level lines of business. Participate and present at trade shows, workshops, and seminars.
• Understand our customers. Use your advanced Hi-Tech, Media & Entertainment, Consumer Goods & Services, Insurance and Financial Services industry knowledge and its relevance to the application of GIS (Geographic Information System) 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 infrastructure industry. Consistently conduct research and pursue professional development to ensure competitive knowledge. Expertly plan and prepare negotiations with customers.
• Deliver Results. Successfully execute the sales cycle to close new opportunities to meet sector goals. Work creatively to develop solutions that help customers reach their goals and initiatives. Use your innovative whiteboarding and presentation skills to support visual storytelling

Requirements

• 8+ years of enterprise sales and/or relevant consulting or program management experience
• 3+ years of experience mentoring, motivating, and coaching on a team
• Able to build compelling account growth strategies
• Advanced knowledge of the Hi-Tech, Media & Entertainment, Consumer Goods & Services, or Insurance and Financial Services 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 the fiscal year, budgeting, and procurement cycles
• Ability to travel domestically or internationally up to 50%
• Bachelor's degree in GIS, surveying, engineering, business administration, 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

• Knowledge of data science or spatial analysis and how it is used for problem solving and uncovering patterns and trends within organizations
• Master's degree in GIS, business administration, or a related field

Questions about our interview process? We have answers.

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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 $114,400—$197,600 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.

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.

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