Solution Engineer Lead - Europe


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Overview


In this regional leadership position, you will drive the technical aspects of promoting and selling the ArcGIS platform to enterprise customers and partners across Europe, collaboration with business development staff and distributors. Lead a highly skilled technical team that evangelizes the geospatial technology vision of the company, understands and consolidates market requirements to influence and optimize roadmaps, assists the new product introduction process, engages in strategic selling opportunities, and supports the organizational development of technical teams at distributors. The result accelerates new product adoption and market readiness. We’re looking for candidates who can inspire and motivate others, who lead by example, and who have proven technical and managerial qualifications to contribute to sustained high performance growth.

Responsibilities


  • Understand and grow our customers. Demonstrate regional and industry knowledge and its relevance to the application of GIS and location intelligence. Identify key technical stakeholders and business drivers for an organization. Understand and aggregate technical requirements, translating them into realizable plans for product groups. Engage strategically, assisting customers and partners through the power of GIS to take their organizational performance to the next level.
  • Build & empower your team. Develop and cultivate a team of solution engineers, managing the technical activities of your team by working with business development managers and distributors to strategically guide the technical stages of the sales process. Mentor your team through active coaching, clear direction, and regular feedback. Collaborate and lead virtual teams of solution engineers, architects, strategic partners, and cross-divisional resources to support the region’s sales objectives and generate results.
  • Support key events. Provide thought leadership and evangelise the platform to customers, partners and across the geospatial industry at events. Lead staff to develop, deliver and engage on key Esri events, such as User Conference, User Groups and Regional Community building, as well as external events that will promote and differentiate Esri.
  • Build relationships. Engage strategically with executives at customers, partners and distributors creating lasting and trusted relationships. Work across Europe to support a healthy pipeline of business growth opportunities. Leverage social media to build your professional network. Participate in trade shows, workshops, seminars, and other relevant engagements.
  • Be an expert. Deeply understand how geospatial technology fits into enterprise IT architecture and impacts organizational performance and societal outcomes. Master the technology trends and what this means to future business and technical roadmaps. Clearly craft and articulate solutions to the business needs of our customers, highlighting the strengths and value of the ArcGIS platform. Pursue professional and personal development to ensure competitive knowledge. Support and encourage your team in their own professional and personal development.
  • Deliver results. Successfully innovate and deliver solutions, demonstrations, presentations, and prototypes to customers, partners, distributors and internal team members to meet the market’s needs in a timely manner. Establish time-driven goals for yourself and your team that are attainable, realistic, and have clear indicators.
  • Participate in decision making. Influence, prioritize and lead alignment of product, solution and portfolio thinking bi-directionally amongst European distributors, global business development, product management and engineering to achieve a technically and commercially competitive portfolio enabling sales goals, strategies and objectives relevant to the region.
  • Implement processes. Ensure the appropriate infrastructure exists to support reference architectures and associated demonstrations which focus on customer workflows and use cases, and made accessible across European distributors.

Requirements


  • 8+ years of enterprise technical sales experience providing platform solutions to businesses
  • 3+ years of experience coaching and motivating a team
  • Deep technical understanding of GIS, the ArcGIS solutions, and the European region as they relate to one another
  • Demonstrated knowledge of the public and private sectors and new technology trends, and the ability to translate knowledge into solutions for customers
  • Expert in listening to clients, assessing needs, creating solutions, presenting, and visual storytelling across all levels of the organization
  • Robust knowledge of cloud computing concepts and environments and how these pertain to European regulatory frameworks
  • Experience integrating software solutions with other business systems including data warehousing, BI, CRM, ERP, and analytics platforms
  • Understanding of business cycles across the European region customer and partner landscapes
  • Experience coordinating technical responses/solutions for sales teams
  • Master in English, writer and speaker
  • Ability to travel up to 50% of the time throughout Europe with occasional travel to the US
  • Bachelor’s or master’s in geography, GIS, business, software engineering, or a related field, or equivalent work experience

Recommended Qualifications


  • Knowledge of spatial analysis and how it is used for problem solving in enterprise IT
  • Expert public speaker and proven technology evangelism
  • Knowledge of digitalization strategies that include mobile, IoT, advanced analytics and data science (AI/ML), and imagery
  • Fluent in at least one additional European language

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 askcareers@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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