Overview

In this position, you will leverage your consulting, business development, and sales experience to help organizations achieve and accelerate their geospatial objectives. An energetic and resourceful individual is needed to partner with Esri customers and account teams to drive strategic conversations promoting and securing change management engagements. These engagements will address the people aspect of successful technology implementations that accelerate adoption of ArcGIS strategies and technology, and produce real business value.

Responsibilities

Prospect, develop, and propose change management strategies and solutions for deploying geospatial technology to Esri customers
Maintain a healthy pipeline of business development opportunities for new and existing customers by identify and securing short-term consulting engagements and winning opportunities to conduct longer-term consulting engagements through unsolicited proposals
Build your professional network and engage by participating in trade shows and facilitating workshops and seminars
Use solution-selling skills to understand the needs and business challenges of customers
Clearly articulate the strength and value of Esri technology as it relates to people-focused adoption
Successfully execute business development sales processes for all opportunities
Use whiteboard sessions and other techniques to support visual storytelling and propose solutions that best meet the need of the customer
Demonstrate effective account management with internal account teams and customers to foster future change management engagements
Leverage your change management and workforce knowledge when working with teams across Esri to promote Adoption Strategy internally to grow awareness and position them within Esri
Partner with Change Consultants on each engagement throughout the process

Requirements

5+ years of professional experience with enterprise business development/sales, account planning, and account management at executive levels
Demonstrated ability to apply consultative sales process
Demonstrated analytical and problem-solving skills to assess client needs and develop appropriate solutions
Strong interpersonal, relationship-building, and teamwork skills
Demonstrated strong attention to detail, follow through and organizational skills
Excellent verbal and written communication skills and active listening skills
Ability to travel up to 40% of the time
Bachelor`s degree in business administration, marketing, or related field

Recommended Qualifications

Completed Change Management certification
Change Management technology consulting experience
Experience with sales methodology such as Miller Heiman, Target Account Sell, The Challenger, Solution Selling, Consultative Selling, Conceptual Selling and Salesforce
Experience in either government or commercial organizations
Master`s degree in business administration, marketing, or related field

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Total Rewards

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

$93,600—$178,880 USD

The Company

At Esri, diversity is more than just a word on a map. When employees of different experiences, perspectives, backgrounds, and cultures come together, we are more innovative and ultimately a better place to work. We believe in having a diverse workforce that is unified under our mission of creating positive global change. We understand that diversity, equity, and inclusion is not a destination but an ongoing process. We are committed to the continuation of learning, growing, and changing our workplace so every employee can contribute to their life’s best work. Our commitment to these principles extends to the global communities we serve by creating positive change with GIS technology. For more information on Esri’s Racial Equity and Social Justice initiatives, please visit our website here.

If you don’t meet all of the preferred qualifications for this position, we encourage you to still apply!

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 reasonable accommodation for any part of the employment process, please email [email protected] 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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Sr. Change Management Consultant-Business Development

esri

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