Manager, Govt., Sales, Noida

Organization and Background:

Esri Inc. with its headquarter 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 conduct business with global standards.

Esri India has been certified as a Great Place to work for 2021, 2022, and 2023. The company has also won World Geospatial Industry Council's award as No. 1 for DEI programs. The company currently employs about 600 people and has offices in Noida, New Delhi, Mumbai, Bengaluru, Hyderabad, Kolkata, and Panchkula.

Esri India offers several solutions on Cloud. Site Scan is its solution for Drone Data Processing which is hosted in India. The other offerings are to provide its 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

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

Job roles and responsibilities:

• New Leads: Generate new sales leads, markets, and customers within the identified segments.
• Renewals: 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 solution
• Overall experience of about 10 years in IT sales, out of which minimum 5 years should be in sales to government departments

Good to have skills:

Knowledge of GIS and Esri Technology.