Job Description
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.
The Opportunity:
Esri is seeking an experienced sales leader to oversee its Federal Health and Sciences business and drive continued growth across the sector. This person will lead and develop an established sales team while setting priorities, strengthening account strategy, and ensuring the organization remains focused on its revenue goals.
The role combines people leadership with hands-on strategic involvement in the sales process. You'll help the team expand Esri's footprint with both new and existing customers, identify additional areas for growth, and ensure customers are getting greater value from Esri technology in support of their missions.
Responsibilities:
- Lead and develop the team. Coach and support sales professionals throughout the sales cycle while providing clear expectations, regular feedback, and ongoing development. Conduct recurring pipeline reviews with account managers and executives to strengthen execution, communication, and overall sales performance.
- Set the sales strategy. Bring together solution engineers, strategic partners, and resources across Esri to support the Federal Health and Sciences business plan. Use CRM data and market insights to guide priorities and help the team execute against its sales strategy.
- Own growth and performance. Establish sales targets, develop revenue forecasts, and build the annual business plan for the sector. Determine account priorities and help shape effective strategies across individual customer portfolios.
- Stay close to the customer. Understand customer needs, feedback, emerging priorities, and potential areas for expansion, then communicate those insights across relevant teams. Represent Esri in important customer engagements, industry events, and speaking opportunities.
- Serve as a subject matter leader. Apply research, analysis, and industry knowledge to inform recommendations and sales strategy. Take ownership of high-priority strategic engagements when needed.
Requirements:
- 5+ years of experience managing and coaching a sales or consulting team
- 8+ years of enterprise sales experience providing solutions to businesses
- Proven ability to win projects using business development techniques
- Understanding of GIS and Esri technology
- Solid knowledge of Federal Health and Sciences agencies/departments, new technology trends, and the ability to translate this into solutions for customers
- Excellent presentation, whiteboarding, and negotiation skills, including strong listening, probing, and qualification abilities
- Ability to travel domestically or internationally up to 50%
- Bachelor's degree in business administration, business management, GIS, 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.
Recommended Qualifications:
- Master's degree in business administration, business management, GIS, or a related field
