Manager AEC Sales, Hyderabad

Organization and Background:

Esri Inc. with its headquarters in California is the global leader in GIS software. Our passion for improving quality of life through geography is at the heart of everything we do. Esri's Geographic information system (GIS) technology inspires and enables governments, universities, and businesses worldwide to save money, lives, and our environment through a deeper understanding of the changing world around them.

Esri India, headquartered in Noida has a very strong team and a large customer base in India. We have seen phenomenal growth in our business and this trend is expected to continue. Esri India has multi-location teams and leverages on a variety of Channel Partners for sales and providing solutions. We strive to conduct business with global standards.

Esri India has been certified as a Great Place to work organization for 2021, 2022, and 2023. The World Geospatial Industry Council has recognized us as trailblazers for building an equitable and inclusive culture in the Geospatial Ecosystem. Esri India employs about 600 people and has offices in Noida, New Delhi, Mumbai, Bengaluru, Hyderabad, Kolkata, and Panchkula. We offer several solutions on Cloud. Site Scan is our solution for Drone Data Processing which is hosted in India. The other offerings are to provide our technology on MeiTY approved Clouds with managed GIS services. Esri's software comes with numerous AI/ML functions, integration of real-time data and the ability to create 3D models and digital twins with ease. Esri India also partners with third party organizations that provide satellite imagery and other geospatial content.

Esri India has a very strong position of leadership in the government sector with large customer base in both central and state government departments. National Mapping Organizations (e.g., Survey of India, Geological Survey of India, NIC, RGI), forest departments, water resources, land management, SDMAs, Dept. of Space, Regional Remote Sensing Application Centres, State IT and Planning departments etc. are our customers.

Role Overview

Esri has a global partnership with Autodesk and both the organizations are working to promote GeoBIM. Esri ArcGIS and Autodesk Revit are well integrated. We have some of the large AEC companies as our users. We are looking to hire seasoned Sales Manager with prior strong experience in the AEC segment to grow our business with AEC accounts in Southern India. The positions will be based out of our Hyderabad office.

Job Description

• Drive new business for the GeoBIM Solution division namely Architecture Engineering Construction (AEC)
• Identifying new GTM plans and developing new market entry strategies in the areas of GeoBIM services with AEC Companies.
• Driving solution-based selling towards the expansion of the AEC accounts that led to incremental ACV on deals.
• Maintain a thorough understanding of Esri India product & solution offering and its competitive advantages. Use your advanced industry knowledge and its relevance to the application of GIS to clearly articulate the strength and value of Esri technology.
• Actively monitor the competitive landscape and provide feedback to the business.
• Plan and drive activities with assigned managed partners to drive maximum return to engagements.
• Successfully execute the sales cycle to close new opportunities in order to meet sector/territory goals.
• Work creatively to develop solutions that help clients reach their goals and initiatives.
• Participate in and present at trade shows, workshops, and seminars.
• Identify key stakeholders within organizations and gain access to executive, enterprise-level decision makers. Understand complex customer budgeting and acquisition processes.
• Build relationships - Prospect, develop, and implement location-based strategies for large, complex AEC organizations. Create and lead new opportunities to closure.
• Collaborate with your team - Execute account strategies by consistently collaborating with cross-divisional teams and Esri partners.

Desired skillset

• At least 5 years of enterprise sales experience providing solutions to businesses based on Autodesk BIM.
• Ability to influence SI partners and identify and recruit new channel/solutions partners as required.
• Relevant industry exposure

Non-negotiable skillset

• Advanced knowledge of the AEC industry and new technology trends and the ability to translate this into solutions for customers.
• Entrepreneurial style for building the business, taking reasonable risks, and keeping the revenue and profitability in mind.
• Excellent verbal, written, and presentation skills.
• Good team management skills, and ability to work with cross-functional teams.

Good to have skillset

• Knowledge of GIS and Esri Technology