Senior Director of Utilities

Responsibilities

• Build relationships.
• Manage the sales opportunity pipeline.
• Prospect, develop, and implement location strategies for organizations.
• Create opportunities within new lines of business.
• Leverage social media to build your professional network.
• Participate in trade shows, workshops, and seminars as a technology thought leader and presenter.
• Understand our customers.
• Demonstrate industry knowledge and its relevance to the application of GIS.
• Identify key stakeholders and business drivers for an organization.
• Understand customer budgeting and acquisition processes.
• Be an expert.
• Clearly articulate the strength and value of the company’s GIS technology as it relates to the industry.
• Consistently conduct research and pursue professional development to anticipate customer needs.
• Define clear objectives and key results for targeted accounts to facilitate cross-sell and upsell of software and support across the product portfolio.
• Deliver results.
• Successfully execute End-to-end sales processes for the entire sales cycle.
• Use consultative selling skills to understand the sales forecast to deliver target revenue and the needs and business challenges of customers.
• Use whiteboard sessions and other techniques to support visual storytelling.
• Collaborate with your team.
• Leverage your domain knowledge when working with cross-divisional teams to define and execute account strategies.
• Be motivated and resourceful and take initiative to resolve.
• Possess a strong sense of accountability, ownership and pride in work performed.

Requirements

• 5+ years of enterprise sales experience providing solutions to customers, public sector, and/or businesses.
• Bachelor's in related field, or equivalent work experience.
• Experience managing the sales cycle, creating partnerships, and establishing advocacy with C-level executives both in person and in a virtual environments.
• Direct experience developing business strategy and sales tactics to effectively build and capture new business.
• Knowledge of industry fiscal year, budgeting, and procurement cycles of large public infrastructure projects.
• Experience with insight selling methodologies, including understanding and mitigating threats.
• The ability to translate advanced knowledge of the Oil & Gas industry, and new ESRI technology trends into complex solutions for customers.