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Environmental Systems Research Institute, Inc. Account Manager - Small Utilities and Telecoms in Denver, Colorado

Account Manager - Small Utilities and TelecomsLocationUS-NC-Charlotte | US-CO-Denver | US-CA-RedlandsJob CategoryBusiness DevelopmentJob ID2020-12345OverviewWe invite you to use your understanding of small utility andtelecommunications companies and experience with geospatial technology tobecome an integral part of the account team. You'll join a highly-skilledgroup of sales professionals and solution engineers who collaborate withexisting customers to identify new, innovative ways of using our technologyand help new users discover the value GIS can bring to their organization.We're looking for individuals who are customer oriented and collaborativeteam players who enjoy identifying and implementing strategies that willradically improve the challenges businesses face. You'll work closely with ateam that helps our customers take advantage of geoanalysis to find uniquepatterns, trends, and understanding hidden within complex business problems.ResponsibilitiesBuild relationships. Prospect, develop, and implement location strategiesfor organizations. Maintain a healthy pipeline of business growthopportunities for new and existing customers. Leverage social media to buildyour professional network. Participate in trade shows, workshops, andseminars.Understand our customers. Demonstrate industry knowledge and its relevance tothe application of GIS. Identify key stakeholders and business drivers for anorganization. Understand customer budgeting and acquisition processes.Be an expert. Clearly articulate the strength and value of the ArcGIS platformas it relates to the industry. Consistently conduct research and pursueprofessional development to anticipate customer needs.Deliver results. Successfully execute the account management and salesprocesses for all opportunities. Use consultative selling skills to understandthe needs and business challenges of customers.Collaborate with your team. Leverage your domain knowledge when working withcross-divisional teams to define and execute account strategies. Be motivatedand resourceful and take initiative to resolve issues. Use whiteboard sessionsand other techniques to support visual storytelling.Requirements1+ years of enterprise sales experience providing platform solutions tobusinessesExperience utilizing Esri's GIS softwareExperience managing the sales cycle, creating partnerships, andestablishing advocacy with customersUnderstanding of account planning and opportunity strategy creationDemonstrated knowledge of small utility and telecommunications companies andnew technology trends and the ability to translate this into solutions forcustomersAble to negotiate, present, and support visual storytelling across alllevels of an organizationExperience with insight selling methodologies, including understanding andmitigating threatsAbility to travel domestically or internationally 25-50%Bachelor's or master's in GIS, business administration, or a relatedfield, or equivalent work experienceQuestions about our interview process? We have answers.Recommended QualificationsUnderstanding of GIS, the ArcGIS platform, and small utility andtelecommunications companies as they relate to one anotherGeneral knowledge of spatial analysis and how it is used for problem solvingKnowledge of industry fiscal year, budgeting, and procurement cyclesThe CompanyOur passion for improving quality of life through geography is at the heart ofeverything we do. Esri's geographic information system (GIS) technologyinspires and enables governments, universities, and businesses worldwideto save money, lives, and our environment through a deeper understandingof the changing world around them.Carefully managed growth and zero debt give Esri stability that is uncommon intoday's volatile business world. Privately held, we offer exceptionalbenefits, competitive salaries, 401(k) and profit-sharing programs,opportunities for personal and professional growth, and much more.Esri is an equal opportunity employer (EOE) and all qualified

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