Sales Team Lead – Commercial (Mid-Market Accounts)

<p><strong>Overview</strong></p> <p>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 commercial mid-market 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.</p> <p><strong>Responsibilities</strong></p> <ul> <li><strong>Empower your team. </strong>Manage the sales activities of your team by strategically leading all stages of the mid-market 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.</li> <li><strong>Build relationships. </strong>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.</li> <li><strong>Understand our customers. </strong>Use your advanced Hi-Tech, Media &amp; Entertainment, Consumer Goods &amp; 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.</li> <li><strong>Be an expert. </strong>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.</li> <li><strong>Deliver Results. </strong>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.</li> </ul> <p><strong>Requirements</strong></p> <ul> <li>8+ years of enterprise sales and/or relevant consulting or program management experience</li> <li>3+ years of experience mentoring, motivating, and coaching on a team</li> <li>Ability to build compelling account growth strategies</li>