Industry Manager, Urban Sales

Esri India
Noida, India
Added: May 11, 2024

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 recently won World Geospatial Industry Council’s award as No. 1 for DEI programs. The company currently employs about 500 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 also partners with Cloud infrastructure providers like AWS, Railtel etc.

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.

Position Detail: Quota carrying Sales position

Proposed Designation: Industry Manager - Urban

Function: Sales

Total Experience: 15 to 18 years

Qualifications: BE/B.Tech. and/or MBA from reputed institutions

Location: Noida

Role Overview

Urban Development has been a very important sector for Esri India. We have had tremendous success in Smart Cities, with 45 customers in this segment. We also have many municipal corporations, ULBs, and TCPOs as users of our technology. With AMRUT gaining speed and sustainability getting very high attention, this segment continues to be poised for growth. Esri India is a thought leader in this segment. With our innovative propositions, we are looking to further strengthen our foothold in this market. We would like to strengthen our Urban segment team by inducting a Senior Sales Team Member who can create a vision and strategy for Urban Development domain.

Job roles and responsibilities:

  • Create a vision and strategy for growing the markets in Urban Development domain.
  • Lead overall business plan and execution of the vision and strategy.
  • Identify new GTM plans and develop new market entry strategies.
  • Drive solution-based selling towards the expansion of existing Urban Accounts
  • Drive C-Level alignment and engagement in all accounts
  • Align with key SIs who participate in large turnkey projects in Urban space.
  • Align and work closely with top consulting outfits who are empanelled in Urban sector.
  • Design and conduct frequent Techdays for Urban and all other relevant and influencing outfits to create mindshare and value proposition for Esri and its offering.
  • Run regular cadence with the team and work on forecast accuracy and establish a rhythm of business with healthy seasonality.
  • Build at least 4x pipe wrt annual revenue goals.
  • Formulate sound coverage strategy for designated territories to ensure penetration and acquisition of new logos (Net New Business).
  • Use your advanced industry knowledge to build relationships with customers, and engage with relevant stakeholders (Ministries, Bureaucrats, etc.) to promote technology decisions by clearly articulating the strength and value of Esri technology.
  • Work creatively with internal and external stakeholders to develop solutions that help customers reach their goals.
  • Consistently conduct research and pursue professional development to ensure competitive knowledge and translate this into sales strategy.
  • Participate in and represent Esri India at workshops, webinars, and conferences.
  • Influence SI partners and identify and recruit new channel/solutions partners as required.
  • Effectively anticipate changes in market dynamics and industry trends and be aware of potential consequences/ issues and formulate strategies accordingly.
  • Execute account strategies by consistently collaborating with cross-divisional teams and Esri Partners.
  • Lead by example through perseverance and take initiatives to resolve issues/challenges.

Desired skillset:

  • At least 15 years of experience in selling software products/solutions in Urban Development domain.
  • Ability to formulate the vision, strategy, and execution plan to achieve the sales revenue goal.
  • Ability to understand business situations and make sound decisions about positioning technology and solution.
  • Ability to engage with relevant ministries and influencing technology decisions.
  • Entrepreneurial style for building the business, taking reasonable risks, keeping the revenue and profitability in mind.
  • Ability to manage key transformational engagements, and large deals.

Non-negotiable skills:

  • Deep understanding of managing the sales process
  • In-depth understanding of RFP process in Urban, empaneled consultant’s charter and Central Govt guidelines for Urban department.
  • Alignment with bidders who are qualified to bid in this segment.
  • Customer service orientation
  • Excellent verbal, written and presentation skills.
  • Ability to work with cross functional teams.

Good to have skills:

  • Knowledge of GIS Applications in Urban Development domain
  • Knowledge of Esri Technology and its use in Urban Development domain