• Build relationships. Prospect, develop, and implement location strategies for large, complex organizations. Create new opportunities within high-level accounts and deepen relationships. Participate in and present at trade shows, workshops, and seminars. • Understand our customers. Demonstrate advanced industry knowledge and its relevance to the application of GIS. Identify key stakeholders and business drivers within organizations and gain access to executive, enterprise-level decision makers. Understand complex customer budgeting and acquisition processes. • Learn and grow. Clearly articulate the strength and value of Esri technology as it relates to the local government industry. Consistently conduct research and pursue professional development to ensure competitive knowledge. Use your innovative whiteboarding and presentation skills to support visual storytelling. • Deliver results. Proactively execute the account management and sales processes for all opportunities in order to meet revenue goals. Continually evaluate work in terms of its contribution to meeting customer needs. • Collaborate with others. Lead account strategies by consistently collaborating with teams across Esri and Esri business partners. Actively share knowledge and support/mentor team members. Be motivated and resourceful and take initiative to resolve issues.