Deal Development Specialist

Overview

At Esri, our team supports strategic sales positioning, procurement, programs, and processes. We interact with business development and operational teams from various industries and governments. We invite you to use your strong analytical skills and experience to support our sales division with sales agreements, programs, and sales best practices. You will capture details of offers to meet business needs and sales goals. You will use your skills to build and maintain relationships, mitigate risk, and drive resolution, growth, and process improvement.

Responsibilities

• Deliver Results. Review, negotiate, and draft sales agreement offers, OEM, reselling, sales or procurement contracts. Work together with sales, procurement, marketing, product management, and development groups to understand and ensure agreements are consistent with Esri’s business, financial, and risk management objectives.
• Build Relationships. Respond to work requests promptly and provide quality, customer-focused support to staff regarding routine agreements and other specialized offers. Able to work as part of a fast-paced team and utilize working relationships to achieve business goals.
• Be an expert. Leverage your business acumen and experience to consistently anticipate and guard against potential contractual risks and propose mitigation strategies. Maintain high ethical standards in every aspect of the position and comply with company policy, laws, and regulations.
• Innovate and Adapt. Use your diligence, excellent business judgement, and strategic thinking to provide insight and patterns to your leadership. Maintain strong organizational skills and attention to detail in working with various information sources and databases of confidential information.

Requirements

• 2+ years of work experience with master purchasing agreements, enterprise programs, proposals, quotes, and/or contracts
• 1+ years of experience with commercial software pricing models, strategy, pricing analysis and/or pricing catalogs
• Knowledge of Esri product models, licensing, and maintenance programs
• Understanding of the software sales process, software licensing, software, intellectual property, and basic contract structures
• Ability to clarify complex business relationships through research and consultation with multiple stakeholders in addition to maintaining confidentiality of pricing, reporting, and terms of contracts
• Excellent written and verbal communication, interpersonal, and listening skills
• Detail oriented with the ability to work with a high level of accuracy
• Expertise with Microsoft Office applications, particularly reporting functionality and spreadsheets
• Occasional travel may be required (up to ~10%); travel needs may vary based on business requirements
• Bachelor’s degree in business, management, economics, or related field
• Visa sponsorship is not available for this posting. Applicants must be authorized to work for any employer in the U.S.

Recommended Qualifications

• Master’s degree in business, management, economics, or related field
• Experience working as part of a cross-functional team with multiple stakeholders
• Familiarity with Salesforce.com and SAP
• Exposure to contracting, pricing, and weighing risk

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