Esri, Inc.

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SAP Account Executive

SAP Account Executive

Location 
US-CA-Redlands
US-PA-Philadelphia
Job Category 
Business Development
Job ID 
2017-7469

More information about this job

Overview

As a member of the SAP Alliance team, you will work with teams from across Esri, SAP, partners, and customers around the world to increase the awareness, adoption, and sales of Esri technology and services. You will be responsible for facilitating the development and execution of a set of strategies for a defined portfolio of new and existing Esri and SAP 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.

Responsibilities:

  • Prospect and develop opportunities to partner with key stakeholders to envision, develop, and implement a location strategy for their organization
  • Clearly articulate the strength and value proposition of the ArcGIS platform
  • Develop and maintain a healthy pipeline of opportunities for business growth
  • Demonstrate a thoughtful understanding of insightful industry knowledge and how GIS applies to initiatives, trends, and triggers 
  • Understand the key business drivers within an organization and identify key business stakeholders
  • Understand your customers’ budgeting and acquisition processes
  • Successfully execute the account management process including account prioritization, account resourcing, and account planning 
  • Successfully execute the sales process for all opportunities
  • Leverage and lead an account team consisting of sales and other cross-divisional resources to define and execute an account strategy 
  • Effectively utilize and leverage the CRM to manage opportunities and drive the buying process
  • Leverage social media to successfully prospect and build a professional network 
  • Participate in trade shows, workshops, and seminars (as required) 
  • Support visual story telling through effective whiteboard sessions
  • Be resourceful and take initiative to resolve issues

Requirements

  • 5+ years of enterprise sales experience providing platform solutions to businesses
  • Demonstrated experience in managing the sales cycle including prospecting, proposing, and closing
  • Ability to work with non-GIS customers who already have HANA and illustrate the value of geographic analysis and visualization
  • Ability to adapt to new technology trends and translate them into solutions that address customer needs
  • Demonstrated experience with strong partnerships and advocacy with customers
  • Excellent presentation, whiteboarding, and negotiation skills including good listening, probing, and qualification abilities
  • Experience executing insight selling methodologies
  • Demonstrated understanding and mitigation of competitive threats
  • Excellent written and verbal communication and interpersonal skills
  • Ability to manage and prioritize your activities
  • Demonstrated experience to lead executive engagements to provide services and sell to various industries
  • Highly motivated team player with a mature, positive attitude and passion to meet the challenges and opportunities of a business
  • Ability to travel domestically and/or internationally up to 50%
  • US citizenship and ability and willingness to obtain a security clearance
  • Bachelor’s or master’s in GIS, business administration, or a related field, or equivalent work experience, depending on position level

Recommended Qualifications:

  • Understanding of the ArcGIS platform
  • Experience working with SAP HANA
  • Experience working with GIS
  • General knowledge of spatial analysis and how it is used for problem solving
  • Results oriented; ability to write and craft smart, attainable, realistic, time-driven goals with clear lead indicators

The Company

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.

 

Esri is an equal opportunity employer (EOE) and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability status, protected veteran status, or any other characteristic protected by law.