Senior Account Executive - AEC

Job Description

Overview

Contribute to growing the use of Esri technology to help new customers realize how leveraging the ArcGIS platform can solve their business problems. You’ll work closely with a highly-skilled team that helps our customers take advantage of geoanalysis to find unique patterns, trends, and understanding hidden within complex business problems.We invite you to use your deep understanding of the AEC industry and experience with geospatial technology to become an integral part of the account team. We’re looking for individuals who are customer oriented and collaborative team players who enjoy identifying and implementing strategies that will radically improve the challenges businesses face.

Responsibilities:

• Build relationships. Prospect, develop, and implement location strategies for large, complex organizations. Create and lead new opportunities within high-level lines of business. Participate in and present at trade shows, workshops, and seminars.
• Understand our customers. Use your advanced industry knowledge and its relevance to the application of GIS to clearly articulate the strength and value of the ArcGIS platform. 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 proposition within the AEC industry. Consistently conduct research and pursue professional development to ensure competitive knowledge and translate this into countering messages. Expertly plan and prepare negotiations with customers.
• Deliver results. Successfully execute the sales cycle to close new opportunities in order to meet sector goals. Work creatively to develop solutions that help clients reach their goals and initiatives. Use your innovative whiteboarding and presentation skills to support visual storytelling.
• Collaborate with your team. Execute account strategies by consistently collaborating with cross-divisional teams and Esri partners. Be motivated and resourceful and take initiative to resolve issues. Lead by example through perseverance and initiative.

Requirements

• 5+ years of enterprise sales experience providing platform solutions to businesses
• Experience managing the sales cycle, creating partnerships, and establishing advocacy with large customers
• Able to build compelling account growth strategies
• Advanced knowledge of the AEC industry and new technology trends and the ability to translate this into complex solutions for customers
• Expert visual storyteller and negotiator across all levels of an organization
• Knowledge of industry fiscal year, budgeting, and procurement cycles
• Experience with insight selling methodologies, including understanding and mitigating threats
• Ability to travel domestically or internationally 25-50%
• Bachelor’s or master’s in GIS, business administration, or a related field, or equivalent work experience

Recommended Qualifications:

• Knowledge of spatial analysis and how it is used for problem solving
• Deep understanding of GIS and the ArcGIS platform

The Company

Our passion for improving quality of life through geography is at the heart of everything we do. Esri’s geographic information system (GIS) technology inspires and enables governments, universities, and businesses worldwide to save money, lives, and our environment through a deeper understanding of the changing world around them.

Carefully managed growth and zero debt give Esri stability that is uncommon in today's volatile business world. Privately held, we offer exceptional benefits, competitive salaries, 401(k) and profit-sharing programs, opportunities for personal and professional growth, and much more.

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 a reasonable accommodation for any part of the employment process, please email [email protected] 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.