Sales Team Lead - Commercial (SMB)

• Empower your team. Manage the sales activities of your SMB team by strategically leading all stages of the account management process. Mentor your team through active coaching, clear direction, and regular feedback. Cultivate a virtual team to support sales objectives and generate results. • Build relationships. Prospect, develop, and implement location strategies for large, complex 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 Hi-Tech, Media & Entertainment, Consumer Goods & Services, Insurance and Financial Services 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 infrastructure 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 of experience mentoring, motivating, and coaching on a team • Able to build compelling account growth strategies • Advanced knowledge of the Hi-Tech, Media & Entertainment, Consumer Goods & Services, or Insurance and Financial Services industry and new technology trends, and 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% • Bachelor’s degree in GIS, surveying, engineering, business administration, or a related field • Visa sponsorship is not available for this posting. Applicants must be authorized to work for any employer in the U.S. • Knowledge of data science or spatial analysis and how it is used for problem solving and uncovering patterns and trends within organizations • Master’s degree in GIS, business administration, or a related field

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 $114,400 — $197,600 USD