Business Manager

Organization and Background

Established in 1996, Esri India Technologies Pvt. Ltd. (Esri India), the market leader in geographic information system (GIS) software, location intelligence, and mapping solutions in India, helps customers unlock the maximum potential of their data to improve operational and business decisions. It has delivered pioneering enterprise GIS technology, powered by ArcGIS, to more than 6,500 organizations in government, private sector, academia, and non-profit sectors. The company has also introduced ‘Indo ArcGIS’, a unique GIS solution & data offering suited for government organizations. Esri India collaborates with a rich ecosystem of partner organizations to deliver GIS and location intelligence-based solutions. Headquartered in Noida (Delhi NCR), the company has 1 million users in the country and has got Great Place to Work Certified® in 2021, 2022, and 2023.

Website:www.esri.in

Role Overview

We are looking to induct a team member to grow our revenue and customer-base in Western regions from government accounts.

Job roles and responsibilities:

• New Leads: Generate new sales leads, markets, and customers within the identified segments.
• Renewal: Get existing customers under maintenance and explore new business with these customers.
• Meet targets: Meet quarterly and annual sales targets and devise strategy to deliver goals.
• Have a clear understanding of the products/services offered to the customers and talk about the product with in-depth understanding and knowledge and contextualize it according to the clients’ needs.
• Estimate the quality of leads, calculate business run rates and number of potential deals in the sales pipeline and their timelines on closure by examining internal and external forecast data.
• Understand and identify business opportunities in the market and develop strategies to leverage the same.
• Effectively anticipate changes in market dynamics and industry trends and be aware of potential consequences/ issues and formulate strategies accordingly.
• Handle client objection by offering opportunities for amendments or changes to proposed solution and proactively handle diverse strategies to inform client decisions and shape client relationships.
• Consistently work towards ensuring all work activities comply with all the legal, regulatory and internal compliance requirements.

Desired skillset:

• Sales acumen for growing the business with state and central government organizations
• Ability to engage with senior level Government Departments personnel including Bureaucrats, and Ministers
• Entrepreneurial style for building the business, taking reasonable risks, keeping the revenue and profitability in mind.
• Ability to work with cross functional teams
• Ability to accurately forecast and execute booking, billing and collection figures.
• Ability to build and maintain healthy business relations with Major customers, ensuring maximum customer satisfaction.
• Ability to identify opportunities for campaigns, services and distributor channels that will lead to an increase in sales.
• Ability to effectively communicate the value proposition through proposals and presentations.

Non-negotiable skills:

• Experience in IT/Enterprise Software sales
• Confidence and ability to communicate and forge relationships with Government customers
• Knowledge of Sales process and management of the entire Sales Cycle
• Ability to understand business situations and make sound decisions about positioning technology and solutions.
• Overall experience of about 10 years in IT sales, out of which a minimum of 5 years should be in sales to government departments.

Good to have skills:

• Knowledge of GIS and Esri Technology