Senior Account Executive, Utilities Hybrid

We deliver the best GIS solutions in the world, with the brightest minds on the map.

What are the issues that matter most to you? Climate change, national security, disaster response?

At Esri Australia you will work with people at the forefront of these issues, connect them with the best tech and solutions and get an inside look into the real-world challenges that shape our future.

We turn problems into opportunities, and that takes two things:

• The most powerful GIS technology and solutions.
• Driven, talented, and passionately curious people.

Here we connect them, and that's how we achieve incredible things for communities, economies, and for your career.

About the Role 

The Senior Account Executive is responsible for driving net new business for Esri Australia by selling complex enterprise GIS solutions across named accounts in the Utilities sector. This role requires a strategic, consultative sales approach to engage prospects and existing clients, understand their challenges, and deliver tailored geospatial solutions to help deliver their strategic objectives. Success is measured by exceeding sales targets, consistent pipeline development and progression, territory growth, and strong stakeholder relationships.

The key deliverables will consist of: 

1. New business acquisition within assigned territory

• Identify, qualify, and close net new sales opportunities within the Utilities sector.
• Develop and execute strategic territory and account plans to maximise sales potential across target Utilities accounts.
• Deliver symbiotic success with clients to achieve their desired outcomes

2. Territory management with pipeline consistency

• Maintain a robust pipeline of opportunities ensuring full territory coverage.
• Prioritise high-value prospects and align sales efforts with Esri Australia's go-to-market strategy.
• Ensure account plans are in place for top tier accounts and other accounts as nominated by management to provide complete coverage of the opportunities and decision-makers. 

3. Enterprise selling and sales process management

• Articulate the value of Esri Australia's GIS and location intelligence solutions to address complex business challenges.
• Lead consultative sales engagements, including discovery, proposal development, and contract negotiation.
• Inform, influence and drive successful tender bids
• Prepare and conduct professional presentations to prospective clients as required to secure sales.

 4. Exceed sales targets whilst maintaining forecast accuracy

• Consistently meet or exceed quarterly and annual sales targets.
• Develop, progress and maintain a balanced pipeline
• Provide accurate sales forecasts and reporting to leadership.

About You  

We're looking for an experienced, consultative sales professionals to drive strategic growth across the Utilities sector. This is your opportunity to join Australia's leading spatial intelligence company, shape go-to-market plans and help clients achieve their strategic goals through powerful geospatial solutions.

You will be successful if you have:   

• A strong network and proven track record selling enterprise business software, technical solutions, or professional services into asset intensive sectors: Utilities (preferred), Ports, Airports, Rail and AEC firms. ERP, EAM or process management background also a plus.
• Experience delivering outcomes that optimise Asset Management and Work force management functions and processes.
• The ability to design and execute targeted territory and account plans that deliver consistent results.
• Experience managing complex sales cycles and closing high-value opportunities.
• Known for developing trusted relationships and a reputation for building long-term relationships with senior stakeholders and decision-makers.
• Experience in working with partners to achieve sales target is beneficial.
• Energetic, strategic, and hungry to generate new opportunities beyond your existing network – you hunt, not wait.
• An articulate communicator with strong business writing and presentation skills.
• 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. 

 Discover how our values shape our impact, your journey begins with one click here: Our people