Account Executive, Local Government - Sydney 

Esri Australia is the leader in the Australian geospatial sector and is the national distributor for the world-leading ArcGIS platform.  We bring together the best and brightest in our industry. Every person in our team is highly skilled.

With different technical and industry strengths, we are united in our love for what we do. We are each committed to delivering real outcomes, and our unwavering work ethic makes sure of it. 

As we continue to evolve and grow our business, we are looking for new ways to work more efficiently and more effectively. That’s where you come in! 

About the Role  

The Account Executive for the Local Government sector will focus on acquiring new business clients by identifying targets through company data, networks, and research.

Responsibilities include developing strategies to grow market share, communicating Esri Australia's competitive positioning, and expanding sales with existing client, generating quality proposal/tender documents, recording client interactions in CRM, converting leads, and adhering to sales operational requirements. 

The key deliverables will consist of:  

1. Land new business clients in the Local Government sector

• Identify new client targets through company supplied data, as well as your own networks and research. 

• Develop strategies to systematically grow market share in your target market. 

• Understand and be able to communicate the competitive positioning of Esri Australia’s products and services.     

2. Protect and expand sales with existing clients 

• Account plans are in place for Tier 1 accounts and other accounts as nominated by management to provide complete coverage of the opportunities and decision-makers. 

• 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. 

3. Generate quality proposal/tender documents 

• Timely management of proposals/tenders, including accurate record-keeping in Salesforce and reporting in sales meetings. 

• Deliver professional presentations to prospective clients, incorporating understanding and communication of client budgets, and preparation of proposals and tender documents. 

4. 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 Local Government 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. 

• Track record of consistently meeting and exceeding sales targets. 

• 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 635 196 or by mail at careers@esriaustralia.com.au. 

We are a 2024 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.

In the event, a recruiter or agency submits a resume or candidate without a current formal agreement in place we shall explicitly reserve the right to pursue and hire those candidate(s) without any financial obligation to the recruiter or agency.