Reference #: 4669557007
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.
Esri has a Relocation Assistance Program and can provide support with relocating to the Philadelphia, PA area for this position.
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
Visa sponsorship is not available for this posting. Applicants must be authorized to work for any employer in the US
Bachelor's 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 in business administration, marketing, or related field
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