Director, USG Defense Business Development

Overview

At Esri, we’re empowering the next wave of innovation by leading the way in GIS technology, and we need a visionary leader like you to help us drive our US Government Defense business to new heights. As a Director of Business Development, you’ll be at the forefront of our mission to accelerate Esri’s impact across the Department of Defense, guiding and inspiring a dynamic, high-performing team dedicated to promoting and expanding the adoption of Esri technology.

This is your chance to apply your proven leadership and sales expertise to shape the future of defense solutions while meeting or exceeding ambitious sector goals for revenue growth. You’ll have the opportunity to drive change, uncover new business opportunities, and directly impact the success of both our clients and Esri’s expanding presence in the USG Defense sector.

Responsibilities

• Lead with Purpose. As a strategic leader, you’ll empower and guide your team through all phases of the sales process—from prospecting to closing deals. Your leadership will inspire, motivate, and provide the clear direction needed to deliver outstanding results. You’ll coach your team to maximize their potential while consistently achieving key sales milestones.
• Be a Visionary. Develop and execute a bold strategy to elevate the use of GIS across the Department of Defense. Transform high-level corporate goals into actionable plans, and lead a collaborative team of engineers, partners, and cross-divisional resources to accelerate Esri’s growth in the sector. You’ll model business excellence and drive the team toward success with integrity and innovation.
• Drive Revenue Growth. Leverage deep insights and data to refine and execute strategic plans that result in continuous revenue growth. Use your expertise with CRM tools like PowerBI and Salesforce to stay ahead of customer needs, pivoting as necessary to adapt to new opportunities or challenges. Your ability to turn strategy into measurable success will be a key driver in meeting and exceeding goals.
• Understand and Anticipate Customer Needs. Anticipate challenges and proactively address them with your expertise in change management and conflict resolution. As a thought leader within the DoD, you’ll build executive relationships, facilitating strong, long-lasting partnerships that enable you to deliver tailored solutions that meet the evolving needs of your customers.

Requirements

• 10+ years of experience managing, coaching, and leading high-performing sales or consulting teams
• 8+ years of experience in enterprise sales, successfully providing solutions to business challenges
• Proven experience in the USG defense space, with a track record of success in business development and strategic sales
• Proven expertise in securing high-value projects through sophisticated business development techniques
• In-depth knowledge of GIS, Esri technology, and their transformative impact on the defense sector
• Extensive understanding of procurement processes within the defense industry
• Advanced skills in PowerBI and Salesforce to manage sales data and drive growth
• Deep understanding of the US Government Department of Defense, innovative tech trends, and the ability to translate these into impactful customer solutions
• Outstanding presentation, negotiation, and communication skills - able to influence, listen, and engage at all levels
• Ability to travel domestically and internationally up to 50%
• Bachelor's in Business Administration, Business Management, GIS, or a related field
• US citizenship and ability and willingness to obtain a security clearance

Recommended Qualifications

• Master's in Business Administration, Business Management, GIS, or a related field

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