GIS Sales Team Lead – Utilities, Telecom, Rail

Esri is the global leader in geographic information system (GIS) software, location intelligence, and digital mapping. The ArcGIS platform enables organizations around the world to apply geographic science and spatial analytics to better understand complex systems and solve real-world challenges.

More than 700,000 organizations rely on ArcGIS, including 70% of the largest global companies, national governments, all 50 U.S. states, and thousands of commercial enterprises. Esri remains privately held and committed to long-term, sustainable growth.

Esri’s Infrastructure team supports organizations across utilities, telecommunications, and rail in applying geospatial technology to improve business and operational outcomes. As Sales Team Lead, you will lead a team responsible for supporting new and existing customers, identifying opportunities for growth within large organizations, and helping customers realize the value of Esri technology. 
This role combines team leadership, account management leadership, and industry knowledge. You will guide account strategy, support complex sales cycles, and help develop Account Managers while working closely with customers and internal teams to support long-term customer success and business growth.

• 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 electric or gas utility, telecom, or rails 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 infrastructure industry. 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 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.

• 8+ years of enterprise sales and/or relevant consulting or program management experience 
• 3+ years of experience mentoring, motivating, and coaching on a team 
• Able to build compelling account growth strategies 
• Advanced knowledge of various industries 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 the fiscal year, budgeting, and procurement cycles 
• Ability to travel domestically or internationally up to 50% 
• Bachelor’s degree in GIS, business administration, or a related field
• Visa sponsorship is not available for this posting. Applicants must be authorized to work for any employer in the U.S.