Manager, Commercial Sales, Mumbai

Organization and Background: Esri Inc. with its headquarters in California is the global leader in GIS software. 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 India, headquartered in Noida has a very strong team and a large customer base in India. We have seen phenomenal growth in our business and this trend is expected to continue. Esri India has multi-location teams and leverages on a variety of Channel Partners for sales and providing solutions. We strive to conduct business with global standards.

Esri India has been certified as a “Great Place to work” for 2021,2022, and 2023. The company recently won the World Geospatial Industry Council’s award as No. 1 for DEI programs. The company currently employs about 500 people and has offices in Noida, New Delhi, Mumbai, Bengaluru, Hyderabad, Kolkata, and Panchkula.

Esri India offers several solutions on Cloud. Site Scan is its solution for Drone Data Processing which is hosted in India. The other offerings are to provide its technology on MeiTY approved Clouds with managed GIS services. Esri’s software comes with numerous AI/ML functions, integration of real-time data and the ability to create 3D models and digital twins with ease. Esri India also partners with third party organizations that provide satellite imagery and other geospatial content. Esri India also partners with Cloud infrastructure providers like AWS, Railtel etc.

Esri India has a very strong position of leadership in the government sector with large customer base in both central and state government departments. National Mapping Organizations (e.g., Survey of India, Geological Survey of India, NIC, RGI), forest departments, water resources, land management, SDMAs, Dept. of Space, Regional Remote Sensing Application Centres, State IT and Planning departments etc. are our customers.

Role Overview

We are looking to induct a senior team member to grow our revenue and customer base in the Enterprise Segment (Non Govt.). Our Commercial Business Unit has a sharp focus on Manufacturing, BFSI, Retail & CPG and Logistics / Supply Chain industry verticals. With the view to increase our footprint in these industry verticals we are looking to onboard dynamic sales hunter to lead our sales in western India. This profile demands strong customer connections in mid-market and enterprise accounts in the above industry verticals. The position will be based in Mumbai and will report to Head of Sales - Commercial BU.

Job roles and responsibilities:

• Drive net new business for Esri India portfolio in the Commercial Business Segment covering Manufacturing, BFSI, Retail & CPG, Logistics & Supply Chain
• Develop a strong pipeline focused in these industry verticals for sustained year-on-year business growth.
• Deliver on the quota for financial year and create a vision for growth for 3 – 5 years
• Work with the extended team that includes Channel Partners, Marketing, Customer Success, Esri partners for coordination driving customer satisfaction.
• Continuously research, analyze, and monitor financial, technological, and market factors to stay ahead of industry trends using a variety of data sources to analyze relevant business trends.
• Understand our customers. Use your advanced industry knowledge and its relevance to the application of GIS 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 a trusted advisor to customers. Demonstrate expert knowledge of Esri technology and its value proposition within the Commercial segment.
• Work creatively to develop solutions that help clients reach their goals and initiatives. Use your innovative whiteboarding and presentation skills to support visual storytelling.
• Lead by example through perseverance and initiative.

Desired skillset:

• The ability to formulate the vision, strategy and execution will be key expectations.
• Advanced knowledge of Enterprise business, new markets, technology trends and the ability to translate this into solutions for customers.
• Should have an entrepreneurial style for building the business, taking reasonable risks, and keeping the revenue and profitability in mind.
• The ability to institute certain best practices for sales funnel management, target segments, and cross-team collaboration.
• Should be able to influence SI partners and identify and recruit new channel/solutions partners as required.
• Good inter-team coordination, working with cross-functional teams.

Non-negotiable skills:

Experience in IT sales

• 9+ years of overall enterprise sales experience providing solutions to the Commercial segment.
• Knowledge of Sales process and management of the entire Sales Cycle (prospecting to closure)
• Ability to understand business situations and make sound decisions about positioning technology and solution.
• Excellent verbal, written and presentation skills.

Good to have skills:

Knowledge of GIS and Esri Technology