National Sales Manager – State and Local Government


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Overview


Transform the way organizations do business through the cutting-edge use of mapping, location intelligence, and geographic analytics. You will leverage your experience as a thought leader to promote and champion the use of the ArcGIS platform among global leaders within the state and local government sector.


We are looking for a seasoned industry sales expert to oversee and drive revenue and growth. You will be responsible for increasing the overall awareness of GIS as an essential enterprise-wide solution. You will also introduce, showcase, and promote Esri solutions that demonstrate and communicate the value of utilizing geospatial intelligence for decision making within state and local government industries. You will build long-lasting relationships with customers and key business partners ranging from top SaaS organizations to domain experts in the sector.

Responsibilities


  • Be a strategic leader. Develop a tactical plan for promoting and growing the use of GIS in the overall state and local government market worldwide.
  • Empower your team. Direct sales activities and staff through effective coaching, supporting, and development of market strategies. Provide clear direction and regular feedback while managing the day-to-day activities of your team. Understand the training and development needs of your staff.
  • Provide expert direction. Work closely with Esri staff to provide sector guidance in the areas of business development, marketing, and sales strategy and use of industry solutions resources. Work with the Esri Partner Program team to develop and maintain a strong partner channel that can support the development and delivery of complementary solutions to all segments of the sector.
  • Drive opportunities. Understand and communicate the unique workflows and analytical needs of the sector that can support the design and development of Esri solutions. Create examples of best practices in the use of solutions across all segments of the sector.
    Build relationships. Represent Esri at conferences, trade shows, and seminars to increase Esri’s brand awareness within the sector. Recognize user requirements, criticisms, ideas, and new opportunities and share them across teams and cross-functional units.
  • Build relationships. Represent Esri at conferences, trade shows, and seminars to increase Esri’s brand awareness within the sector. Recognize user requirements, criticisms, ideas, and new opportunities and share them across teams and cross-functional units.

Requirements


  • 10+ years of experience managing and coaching a sales team in an enterprise, cloud, or software business
  • Significant breadth and understanding of ArcGIS and its applications across the sector
  • Demonstrated success in setting strategic objectives and clearly communicating your vision to manage sales execution and deliver results
  • Proven ability to drive impact and be responsible for substantial increases in creating sales pipelines and closing sales, specifically for the government market sector and its various sub-sectors
  • Ability to collaborate across sectors and manage multi-sector accounts and sales initiatives while working closely with executives and field sales teams; partner with sales divisions of strategic Esri partners such as Autodesk, Microsoft, SAP, AWS
  • Excellent presentation, whiteboarding, and negotiation skills including good listening, probing, and qualification abilities
  • Ability to travel domestically or internationally up to 50%
  • Be open to relocation to a regional office or Esri headquarters
  • Bachelor’s or master’s in business administration, business management, GIS, or a related field (MBA preferred), or equivalent work experience

Questions about our interview process? We have answers.

About Esri


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 humanresources@esri.com 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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