Enterprise IT sales

Role

We are looking to induct senior team members to increase our revenue and customer base in the Enterprise Segment (Non- Govt.). Our Commercial Business Unit has a sharp focus on Manufacturing, BFSI, Retail & CPG and Logistics / Supply Chain industry verticals. With the view to increasing our footprint in these industry verticals we are looking to onboard dynamic sales hunters to lead our sales. This profile demands strong customer connections in the mid-market and enterprise accounts in the above industry vertically. The positions will be based in Bangalore, Noida, and Mumbai, and will report to Head of Sales - Commercial BU.

Roles and Responsibilities:

• Drive net new business for business in India portfolio in the Commercial Business Segment covering Manufacturing, BFSI, Retail & CPG, Logistics & Supply Chain
• Develop a strong pipeline focused on these industry verticals for sustained year-on-year business growth.
• Deliver on the quota for financial year and create a vision for growth for 3 5 years
• Work with the extended team that includes Channel Partners, Marketing, Customer Success, Esri partners for coordination driving customer satisfaction.
• Continuously research, analyze, and monitor financial, technological, and market factors to stay ahead of industry trends using a variety of data sources to analyze relevant business trends.
• Understand our customers. Use your advanced industry knowledge and its relevance to the application of GIS 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 a trusted advisor to customers. Demonstrate expert knowledge of Esri technology and its value proposition within the Commercial segment.
• Work creatively to develop solutions that help clients reach their goals and initiatives. Use your innovative whiteboarding and presentation skills to support visual storytelling.
• Lead by example through perseverance and initiative.

Desired skillset:

• Ability to formulate the vision, strategy and execution will be key expectations.
• Advanced knowledge of Enterprise business, new markets, technology trends and the ability to translate this into solutions for customers.
• An entrepreneurial style for building the business, taking reasonable risks, and keeping the revenue and profitability in mind.
• Ability to institute certain best practices for sales funnel management, target segments, and cross-team collaboration.
• Ability to influence SI partners and identify and recruit new channel/solutions partners as required.
• Ability to work collaboratively with cross-functional teams.

Non-negotiable skills:

• Experience in IT sales
• 9+ years of overall enterprise sales experience providing solutions to the Commercial segment.
• Knowledge of Sales process and management of the entire Sales Cycle (prospecting to closure)
• Ability to understand business situations and make sound decisions about positioning technology and solutions.
• Excellent verbal, written and presentation skills.

Good to have skills:

• Knowledge of GIS and ArchGIS