Senior Account Executive, Federal Government
Job details
Job description, work day and responsibilities
Esri Australia is the exclusive local distributor of Esri's world-leading Geographic Information System (GIS) software and a member of the world's largest group of ArcGIS specialists outside of the United States — the Boustead Geospatial Group.
Our technology is shaping the way we work, live and play — today and into the future — creating the world we want to see.
We are continuously evolving and looking for new ways to grow. That’s where you come in!
About the Role
The Senior Account Executive will lead Esri Australia’s sales operations in the Federal Government sector and focus on acquiring new business clients by identifying targets through client networks, research and company data.
Responsibilities include developing strategies to grow market share, building Esri Australia’s Federal Government network, working with partners, communicating Esri Australia's competitive positioning, and expanding sales with existing clients, leading bid processes, recording client interactions in CRM, converting leads, and adhering to sales operational requirements.
The key deliverables will consist of:
1. Lead and Build Esri Australia’s Federal Government sales operations
Working with partners and the wider Esri Australia sales organisation, lead and grow Federal Government sales operations
Work closely with the Sales Manager – Public Sector and the Head of Solution Engineering to build a Canberra based Federal Government sales operation targeting growth in the sector
Build and execute sector sales plans for the Federal Government Sector
2. Land new business clients in the Federal Government sector
Identify new client targets through partners, company supplied data, as well as your own networks and research.
Develop strategies to systematically grow market share in the Federal Government market.
Through enterprise selling, extend Esri Australia’s connection and influence with new Federal Government entities and inter-agency operations.
3. Protect and expand sales with existing clients
Working closely with Client Success Managers, build and execute account plans for Tier 1 accounts and other accounts as nominated by management to provide complete coverage of the opportunities and decision-makers within existing client entities.
Cross-sell and upsell all products and support services where possible with accounts throughout each year.
Actively manage the sales pipeline and consistently exceed sales goals.
4. Execute successful bid processes
Timely management of proposals/tender responses, management of bid teams, with accurate record-keeping in Salesforce and reporting in sales meetings.
Deliver professional presentations to prospective clients, incorporating understanding and communication of client strategies and budgets, and preparation of proposals and tender documents.
5. Lead Conversion and Sales Operational Compliance
Efficiently convert company leads into paying clients by promptly responding within 48 hours and managing leads according to Esri Australia's sales process.
Ensure adherence to Esri Australia's sales operational requirements, including compliance with sales processes, attendance at meetings, scheduling of face-to-face appointments, and timely completion of reports.
About You
If you've excelled in sales within Australia's Federal public sector and seek a fresh challenge within a supportive national team, guided by a growth mindset and a structured environment, then this is the opportunity you've been seeking!
You will be successful if you have:
Formal tertiary qualifications appropriate to the role.
Proven record of successful enterprise selling
Track record of consistently meeting and exceeding sales targets.
Proven success in leading large complex bids.
Ability to generate new business outside of your network.
Ability to engage with clients at all levels and translate client needs into a complete solution.
Experience working in a structured team environment with detailed processes around sales planning and activity management.
Excellent proposal writing and presentation skills with outstanding communication capabilities.
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.
Why Esri Australia
At Esri Australia, we foster an inclusive, people-centric environment that values both professional excellence and personal well-being. Joining us, you will be provided with:
Empowered Flexibility: We offer flexible work arrangements to promote work-life balance. New employees are required to attend their local office full-time for the first two weeks to ensure a comprehensive onboarding experience before agreeing to a hybrid model.
Investment in your Growth: Access dedicated training and development programs, allowing you to continuously upskill and grow in your role.
Career Advancement: We promote internal mobility, and provide clear pathways for career progression, empowering you to navigate and elevate your professional journey.
Appreciation and Engagement: Enjoy a range of benefits, including Paid Parental Leave, Employee Reward Gateway, Salary Continuance Insurance, Referral Spotter Fees, Staff Awards, Engaging Events, and much more.
Performance Recognition: Experience a financially rewarding Sales Incentive Plan.
For further details or if you have any questions, please contact our Talent Acquisition team on 1300 635 1+6 or by mail at careers@esriaustralia.com.au.
We are a 2025 Circle Back Initiative Employer – we commit to respond to every applicant.
Please note that Esri Australia does not accept unsolicited resumes from recruiters or employment agencies.
Company address
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Offer ID: #1012021,
Published: 2 weeks ago,
Company registered: 9 months ago
