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Enterprise Sales Professional

2 months ago

Philadelphia, Pennsylvania, United States Esri Full time

About the Role

We are seeking a highly skilled and experienced Senior Account Manager to join our team at Esri. As a key member of our Telecommunications sales team, you will be responsible for building and maintaining relationships with large, complex organizations in the telecommunications industry.

Key Responsibilities

  • Relationship Building
    • Prospect, develop, and implement location strategies for large, complex organizations.
    • Create new opportunities within high-level accounts and deepen relationships.
    • Participate in and present at trade shows, workshops, and seminars.
  • Customer Understanding
    • Demonstrate advanced industry knowledge and its relevance to the application of GIS.
    • Identify key stakeholders and business drivers within organizations and gain access to executive, enterprise-level decision makers.
    • Understand complex customer budgeting and acquisition processes.
  • Learning and Growth
    • Clearly articulate the strength and value of Esri technology as it relates to the Telecommunications market.
    • Consistently conduct research and pursue professional development to ensure competitive knowledge.
    • Use your innovative whiteboarding and presentation skills to support visual storytelling.
  • Delivering Results
    • Proactively execute the account management and sales processes for all opportunities in order to meet revenue goals.
    • Continually evaluate work in terms of its contribution to meeting customer needs.
  • Collaboration
    • Lead account strategies by consistently collaborating with teams across Esri and Esri business partners.
    • Actively share knowledge and support/mentor team members.
    • Be motivated and resourceful and take initiative to resolve issues.

Requirements

  • Understanding of GIS, Esri technology, and the Telecommunications market as they relate to one another.
  • Advanced knowledge of the telecommunications business, network management, new technology trends, and the ability to translate this into complex solutions for customers.
  • 5+ years of enterprise sales and/or relevant consulting or program management experience.
  • Expert visual storyteller and negotiator across all levels of an organization.
  • Experience managing the sales cycle, creating partnerships, and establishing yourself as a trusted advisor with large customers.
  • Possess financial and business acumen to build compelling account growth strategies.
  • Knowledge of industry fiscal year, budgeting, and procurement cycles.
  • Ability to travel domestically or internationally 25-50% of the time.
  • Bachelor's in GIS, business administration, or a related field.
  • Visa sponsorship is not available for this posting.

Recommended Qualifications

  • General knowledge of data science or spatial analysis and how it is used for problem solving and uncovering patterns and trends within organizations.
  • Desire to engage with Esri partners to develop co-selling strategies to best support our customers.
  • Masters in GIS, business administration, or a related field.