About Esri Australia
We are the exclusive local distributor of Esri's world-leading Geographic Information System (GIS) software and a member of the world's largest group of ArcGIS specialists outside of the United States — the Boustead Geospatial Group.
Our technology is shaping the way we work, live and play — today and into the future — creating the world we want to see. We are continuously evolving and looking for new ways to grow.
About the Role
The Senior Account Executive will lead Esri Australia's sales operations in the Federal Government sector and focus on acquiring new business clients by identifying targets through client networks, research, and company data.
* Lead and Build Esri Australia's Federal Government sales operations:
o Working with partners and the wider Esri Australia sales organisation, lead and grow Federal Government sales operations.
o Build and execute sector sales plans for the Federal Government Sector.
* Lend New Business Clients in the Federal Government Sector:
o Identify new client targets through partners, company supplied data, as well as your own networks and research.
o Develop strategies to systematically grow market share in the Federal Government market.
* Protect and Expand Sales with Existing Clients:
o Work closely with Client Success Managers, build and execute account plans for Tier 1 accounts and other accounts as nominated by management.
o Cross-sell and upsell all products and support services where possible with accounts throughout each year.
o Management of bid teams, with accurate record-keeping in Salesforce and reporting in sales meetings.
* Lead Conversion and Sales Operational Compliance:
o Efficiently convert company leads into paying clients by promptly responding within 48 hours and managing leads according to Esri Australia's sales process.
o Ensure adherence to Esri Australia's sales operational requirements.
About You
If you've excelled in sales within Australia's Federal public sector and seek a fresh challenge within a supportive national team, guided by a growth mindset and a structured environment, then this is the opportunity you've been seeking.
You will be successful if you have:
* Formal tertiary qualifications appropriate to the role.
* Proven record of successful enterprise selling.
* Track record of consistently meeting and exceeding sales targets.
* Proven success in leading large complex bids.
* Ability to generate new business outside of your network.
* Ability to engage with clients at all levels and translate client needs into a complete solution.
* Experience working in a structured team environment with detailed processes around sales planning and activity management.
* Excellent proposal writing and presentation skills with outstanding communication capabilities.
* Understanding of spatial industry desirable, appetite to learn about it is essential.
* Current permanent and full-time working rights in Australia.
* Attitude and behaviour align with Esri Australia's core values.
Why Esri Australia
We foster an inclusive, people-centric environment that values both professional excellence and personal well-being.
Joining us, you will be provided with:
* Empowered Flexibility: We offer flexible work arrangements to promote work-life balance.
* Investment in your Growth: Access dedicated training and development programs, allowing you to continuously upskill and grow in your role.
* Career Advancement: We promote internal mobility, and provide clear pathways for career progression, empowering you to navigate and elevate your professional journey.
* Appreciation and Engagement: Enjoy a range of benefits, including Paid Parental Leave, Employee Reward Gateway, Salary Continuance Insurance, Referral Spotter Fees, Staff Awards, Engaging Events, and much more.
* Performance Recognition: Experience a financially rewarding Sales Incentive Plan.