Overview

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 identify 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 need 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

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