Sales Team Lead - Natural Resources

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At Esri, our team leads are part of a highly skilled team that promotes and sells the adoption of Esri technology. We invite you to use your coaching and team-building skills, as well as your experience with geospatial technology to become an integral part of the Natural Resources account team. We are looking for an individual who inspires and motivates others and who enjoys implementing strategies that will radically improve the challenges businesses face. You will lead a team that helps new and existing customers optimize and expand adoption of Esri technology, identify new areas of growth, and share expertise that helps deliver on their mission.


  • Empower your team. Manage the sales activities of your team by strategically leading all stages of the account management process. Mentor your team through active coaching, clear direction, and regular feedback. Cultivate a team to support sales objectives and generate results.
  • Build relationships. Prospect, develop, and implement location strategies for mid-size organizations. Create and lead opportunities within high-level lines of business. Participate and present at trade shows, workshops, and seminars.
  • Understand our customers. Use your advanced industry knowledge and its relevance to the application of GIS (Geographic Information System) to clearly articulate the strength and value of Esri technology. 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 propositions within the Natural Resources industry. Consistently conduct research and pursue professional development to ensure competitive knowledge. Expertly plan and prepare negotiations with customers.
  • Deliver Results. Successfully execute the sales cycle to close new opportunities to meet sector goals. Work creatively to develop solutions that help customers reach their goals and initiatives. Use your innovative whiteboarding and presentation skills to support visual storytelling.


  • 8+ years of enterprise sales and/or relevant consulting or program management experience
  • 3+ years’ experience mentoring, motivating, and coaching on a team
  • Able to build compelling account growth strategies
  • Advanced knowledge of natural resources and new technology trends with the ability to translate this into complex solutions for customers
  • Deep understanding of GIS and Esri technology
  • Expert visual storyteller and negotiator across all levels of an organization
  • Knowledge of the fiscal year, budgeting, and procurement cycles
  • Ability to travel domestically or internationally up to 50% of the time
  • Bachelor’s or Master’s degree in GIS, business administration, or a related field, or equivalent work experience

Recommended Qualifications

  • Knowledge of data science or spatial analysis and how it is used for problem solving and uncovering patterns and trends within organizations

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. 


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 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. 


Esri’s competitive total rewards strategy includes industry-leading health and welfare benefits: medical, dental, vision, basic and supplemental life insurance for employees (and their families), 401(k) and profit-sharing programs, minimum accrual of 80 hours of vacation leave, twelve paid holidays throughout the calendar year, and opportunities for personal and professional growth. Base salary is one component of our total rewards strategy. Compensation decisions and the base range for this role take into account many factors including but not limited to skill sets; experience and training; licensure and certifications; and other business and organizational needs. 


A reasonable estimate of the base salary range is $93,600.00 - $156,000.00.



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