Sales Team Lead - National Government (Europe)

Overview

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 Esri’s European National Government Account team in Rotterdam, Netherlands. We are looking for an individual with a strong national security background 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 national government customers optimize and expand adoption of Esri technology, identify new areas of growth, and share expertise that helps deliver on their mission.

Responsibilities

• 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 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 national government 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 National Security, geospatial authorities, and broader national government industries. 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 and regional goals. Work creatively to develop solutions that help customers reach their mission objectives and initiatives. Use your innovative whiteboarding and presentation skills to support visual storytelling.

Requirements

• 8+ years of enterprise sales and/or relevant consulting or program management experience


• 3+ years of experience mentoring, motivating, and coaching on a team


• Must be eligible to obtain and maintain a NATO security clearance, as required by applicable laws and contractual obligations


• Able to build compelling account growth and business-to-government sales strategies


• Advanced knowledge of Enterprise information technology 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 European regional fiscal years, budgeting, and procurement cycles


• Ability to travel domestically or internationally up to 50%


• Bachelor’s degree in GIS, business administration, or a related field

Recommended Qualifications

• Master’s degree in GIS, business administration, or a related field


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


• Experience developing and working with downstream distribution partners and value-added resellers

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