Overview

We invite you to become an integral part of InfoGraph sales team. You’ll join a highly-skilled group of sales professionals and solution engineers who collaborate with existing & new customers to identify new, innovative ways of using Esri ArcGIS geospatial technology and help new users discover the value GIS can bring to their organization. Our teams focus on specific industries including Local Government, Electric, Telecom and Water Utilities, Commercial & Private Business, as well as many others.

We’re looking for individuals who are customer oriented and collaborative team players who enjoy identifying and implementing strategies that will radically improve the challenges businesses face. You’ll work closely with a team that helps our customers take advantage of geoanalysis to find unique patterns, trends, and understanding hidden within complex business problems.

Responsibilities

• Build relationships. Prospect, develop, and implement location strategies for organizations. Work closely with your sales team to further develop the lead into the sales pipeline. Maintain a healthy pipeline of business growth opportunities for new and existing customers. Leverage social media to build your professional network. Participate in trade shows, workshops, and seminars. Participate in team meetings and department strategy sessions
• Understand our customers. Demonstrate industry knowledge and its relevance to the application of GIS. Identify key stakeholders and business drivers for an organization. Understand customer budgeting and acquisition processes.
• Be an expert. Clearly articulate the strength and value of Esri technology as it relates to the industry. Consistently conduct research and pursue professional development to anticipate customer needs.
• Deliver results. Be effective with prioritization, follow-up, and maintenance of strategically assigned leads. Execute high volume of daily in-bound calls and emails. Support chat inquires. Successfully execute the account management and sales processes for all opportunities. Use consultative selling skills to understand the needs and business challenges of customers.
• Work Collaboratively. Leverage your domain knowledge when working with cross-divisional teams to define and execute account strategies. Be motivated and resourceful and take initiative to resolve issues. Use whiteboard sessions and other techniques to support visual storytelling. Follow up and move leads forward in the process; engage with sales teams to ensure timely handoff of leads for ongoing opportunity management. Work with sales management to develop target lists, call strategies, and messaging
• Generating leads. Meeting or exceeding sales goals.
• Negotiating all contracts with prospective clients.
• Helping determine pricing schedules for quotes, promotions, and negotiations.
• Preparing weekly and monthly reports.
• Giving sales presentations to a range of prospective clients.
• Coordinating sales efforts with marketing programs.
• Understanding and promoting company programs.
• Obtaining deposits and balance of payment from clients.
• Preparing and submitting sales contracts for orders.
• Visiting clients and potential clients to evaluate needs or promote products and services.
• Maintaining client records.
• Answering client questions about credit terms, products, prices, and availability.

Requirements

• 5+ years of enterprise sales experience providing platform solutions to businesses
• Understanding of GIS, ArcGIS technology.
• Ability to prepare & write emails, official letters, offers, & proposal, in Arabic & English, and ability to discuss, negotiate, and justify to the clients.
• Customer oriented with a high level of professionalism and a commanding desire to learn and succeed in tech sales
• Experience managing the sales cycle, creating partnerships, and establishing advocacy with customers
• Understanding of account planning and opportunity strategy creation
• Demonstrated industry knowledge and new technology trends and the ability to translate this into solutions for customers
• Able to negotiate, present, and support visual storytelling across all levels of an organization
• Responsive, friendly, and thoughtful in your communications; effective in communicating ideas and information, both written and verbal
• Coachable—you don’t just go through the motions and do what we say. You’re self-aware. You reflect, listen to others’ feedback, give yourself feedback, and make changes
• Comfortable on the phone and don’t shy away from the phone or favor only electronic means of communication
• Ability to learn new concepts and software programs quickly, retain large amounts of information.
• Easily adapt to a changing work environment
• Excel in a collaborative environment—you enjoy helping others be successful while achieving your own goals
• Experience with the Microsoft Office Suite, including basic spreadsheet familiarity
• Experience with insight selling methodologies, including understanding and mitigating threats
• Bachelor’ in business, economics, marketing, geography, GIS, or related field, or equivalent work experience

Recommended Qualifications

• Understanding of GIS and Esri technology
• General knowledge of spatial analysis and how it is used for problem solving
• Software/SaaS experience in a sales or business environment
• Knowledge of industry fiscal year, budgeting, and procurement cycles
• Knowledge of any of the following industry sectors: commercial/private business, logistics/distribution, water/electric/telecom utilities, or local government.
• You can easily express yourself in Arabic & English.
• Competency in Microsoft applications including word, excel, and outlook.
• You communicate fluently with customers, suppliers and colleagues