Account Executive - Sacramento, CA
Location: US, CA, Sacramento 
Department: Sales
Employment type: Full-time
Required experience: Mid-Senior level
Required education: Bachelor's Degree
Industry: Computer Software
Function: Sales
Company profile: 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.Carefully managed growth and zero debt give Esri stability that is uncommon in today's volatile business world.  Privately held, we offer exceptional benefits, competitive salaries, 401(k) and profit-sharing programs, opportunities for personal and professional growth, and much more.
Description: THE COMPANY: ESRI – Environmental Systems Research InstituteOur 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.Carefully managed growth and zero debt give Esri stability that is uncommon in today's volatile business world.  Privately held, we offer exceptional benefits, competitive salaries, 401(k) and profit-sharing programs, opportunities for personal and professional growth, and much more.THE OPPORTUNITY: Account ExecutiveAs a member of the Sales Division, you will work collaboratively with an account team in order to sell and promote adoption of Esri’s ArcGIS platform within an organization. As part of an account team, you will be responsible for facilitating the development and execution of a set of strategies for a defined portfolio of accounts. When executing these strategies you will utilize your experience in enterprise sales to help customers leverage geospatial information and technology to achieve their business goals. Specifically…Prospect and develop opportunities to partner with key stakeholders to envision, develop, and implement a location strategy for their organizationClearly articulate the strength and value proposition of the ArcGIS platformDevelop and maintain a healthy pipeline of opportunities for business growthDemonstrate a thoughtful understanding of insightful industry knowledge and how GIS applies to initiatives, trends, and triggersUnderstand the key business drivers within an organization and identify key business stakeholdersUnderstand your customers’ budgeting and acquisition processesSuccessfully execute the account management process including account prioritization, account resourcing, and account planningSuccessfully execute the sales process for all opportunitiesLeverage and lead an account team consisting of sales and other cross-divisional resources to define and execute an account strategyEffectively utilize and leverage the CRM to manage opportunities and drive the buying processPursue professional and personal development to ensure competitive knowledge of the real estate industryLeverage social media to successfully prospect and build a professional networkParticipate in trade shows, workshops, and seminars (as required)Support visual story telling through effective whiteboard sessionsBe resourceful and takes initiative to resolve issues
Requirements: EDUCATION: Bachelor’s or Master’s in GIS, business administration, or a related field, or equivalent work experience, depending on position levelEXPERIENCE: 5+ years of enterprise sales experience providing platform solutions to businessesDemonstrated experience in managing the sales cycle including prospecting, proposing, and closingAbility to adapt to new technology trends and translate them into solutions that address customer needsDemonstrated experience with strong partnerships and advocacy with customersExcellent presentation, white boarding, and negotiation skills including good listening, probing, and qualification abilitiesExperience executing insight selling methodologiesDemonstrated understanding and mitigation of competitive threatsExcellent written and verbal communication and interpersonal skillsAbility to manage and prioritize your activitiesDemonstrated experience to lead executive engagements to provide services and sell to the real estate industryKnowledge of the real estate industry fiscal year, budgeting, and procurement cycleHighly motivated team player with a mature, positive attitude and passion to meet the challenges and opportunities of a businessAbility to travel domestically and/or internationally up to 50%General knowledge of spatial analysis and problem solvingResults oriented; ability to write and craft smart, attainable, realistic, time-driven goals with clear lead indicators
Benefits: Our culture is anything but corporate—we have a collaborative, creative environment; phone directories organized by first name; a relaxed dress code; and open-door policies.A Place to ThrivePassionate people who strive to make a differenceCasual dress codeFlexible work schedulesSupport for continuing educationCollege-Like CampusA network of buildings amid lush landscaping and numerous outdoor patio areasOn-site café including a Starbucks coffee bar and lounge areaFitness center available 24/7Comprehensive reference library and GIS bibliographyState-of-the-art conference center to host staff and guest speakers Green InitiativesSolar rooftop panels reduce carbon emissionsElectric vehicles provide on-campus transportationHundreds of trees reduce the cost of cooling buildings
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