• 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 • 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 • Clearly articulate the strength and value of Esri technology • Conduct research and pursue professional development to ensure competitive knowledge • Use innovative whiteboarding and presentation skills to support visual storytelling • Proactively execute account management and sales processes for all opportunities • Continually evaluate work in terms of its contribution to meeting customer needs • Lead account strategies by consistently collaborating with teams across Esri and Esri partners