Key Skills

Job Description

Overview At Esri, our team leads are part of a highly skilled team that promotes and sells the adoption of Esri technology. We invite you to use your coaching and team-building skills as well as your experience with geospatial technology to become an integral part of Esri’s European National Government Account team in Rotterdam, Netherlands. We are looking for an individual with a strong national security background who inspires and motivates others and who enjoys implementing strategies that will radically improve the challenges businesses face. You will lead a team that helps new and existing national government customers optimize and expand adoption of Esri technology, identify new areas of growth, and share expertise that helps deliver on their mission. Responsibilities 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 national government 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 National Security, geospatial authorities, and broader national government industries. 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 and regional goals. Work creatively to develop solutions that help customers reach their mission objectives and initiatives. Use your innovative whiteboarding and presentation skills to support visual storytelling. Requirements 8+ years of enterprise sales and/or relevant consulting or program management experience 3+ years of experience mentoring, motivating, and coaching on a team Must be eligible to obtain and maintain a NATO security clearance, as required by applicable laws and contractual obligations Able to build compelling account growth and business-to-government sales strategies Advanced knowledge of Enterprise information technology 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 European regional fiscal years, budgeting, and procurement cycles Ability to travel domestically or internationally up to 50% Bachelor’s degree in GIS, business administration, or a related field Recommended Qualifications Master’s degree in GIS, business administration, or a related field Knowledge of AI, data science and spatial analysis and how it is used for problem solving and uncovering patterns and trends within national security organizations Experience developing and working with downstream distribution partners and value-added resellers Questions about our interview process? We have answers. The Company At Esri, diversity is more than just a word on a map. When employees of different experiences, perspectives, backgrounds, and cultures come together, we are more innovative and ultimately a better place to work. We believe in having a diverse workforce that is unified under our mission of creating positive global change. We understand that diversity, equity, and inclusion is not a destination but an ongoing process. We are committed to the continuation of learning, growing, and changing our workplace so every employee can contribute to their life’s best work. Our commitment to these principles extends to the global communities we serve by creating positive change with GIS technology. For more information on Esri’s Racial Equity and Social Justice initiatives, please visit our website here. If you don’t meet all of the preferred qualifications for this position, we encourage you to still apply! Esri is an equal opportunity employer (EOE) and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability status, protected veteran status, or any other characteristic protected by law. If you need reasonable accommodation for any part of the employment process, please email [email protected] and let us know the nature of your request and your contact information. Please note that only those inquiries concerning a request for reasonable accommodation will be responded to from this e-mail address. Esri Privacy Esri takes our responsibility to protect your privacy seriously. We are committed to respecting your privacy by providing transparency in how we acquire and use your information, giving you control of your information and preferences, and holding ourselves to the highest national and international standards, including CCPA and GDPR compliance.

Core Responsibilities

Lead, coach, and develop a sales team managing the full account lifecycle for European national government customers, while building relationships with senior decision-makers and identifying growth opportunities. Apply expertise in GIS, ArcGIS, and national security to develop customer solutions, present Esri technology, negotiate, and achieve sales targets.

Requirements

Requires at least 8 years of enterprise sales or relevant consulting or program management experience, including 3 years mentoring or coaching a team, plus deep GIS, Esri, and enterprise IT knowledge. Candidates need a bachelor's degree in GIS, business administration, or a related field, must be eligible for a NATO security clearance, and should understand government sales strategies, procurement cycles, and complex customer solutions.