Enterprise Sales Sector Lead (National Government) (Based in Shah Alam)

About Esri Malaysia

Esri Malaysia is the exclusive local distributor of Esri’s world-leading GIS software and a key member of the world’s largest group of ArcGIS specialists outside of the United States – the Boustead geospatial group.

The group collectively provides software and services to organisations across Malaysia, Australia, Bangladesh, Brunei, Indonesia, Papua New Guinea, Singapore and Timor-Leste.

For more than three decades, Esri Malaysia has forged an impressive track-record of achievement. Amongst the significant programs of work undertaken in recent years is the roll out of the Malaysia Geospatial Data Infrastructure, the JUPEM mapping modernization project and the Defence Geospatial Information System project.

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

We are looking for a Sales professional who is client-centric, growth focused, an effective communicator and negotiator, disciplined and a team player to grow relationships with our major clients and achieve profitable sales growth for the Company.

Assigned a portfolio of key clients from an industry sector, the Enterprise Sales Sector Lead is responsible for achieving sales targets as part of the Company’s strategic objectives. The Account Manager takes the lead throughout the sales cycle, facilitating teamwork and communication, and ensures that the client’s short- and long-term needs are met.

What you'll do:

• Responsible for leading a dedicated team that will sell ESRI’s solutions via aggressive and value-based market penetration strategies.
• Managing a team of high caliber sales talent, introduces strong sales processes, supports the development of a full pipeline of sales prospects, engages customers and Partners at the executive level, motivates the sales team, resolves conflicts, removes barriers and provides recognition in the pursuit and achievement of sales revenue and profitability.
• Defines a vision and creates a winning strategy that draws upon the strengths of ESRI and responds to National Government market needs, generating competitive advantage on existing markets and developing consistent new revenue streams that will guarantee short and long term achievements.
• Demonstrates outstanding execution track along sales cycle, ensuring ESRI's sales methodologies and common processes are in place and defining clear industry engagement guidelines.
• Monitors and takes necessary measures to ensure adequate pipeline of opportunities and demand generations for sustainable growth.
• Utilizes a disciplined approach for successful solution selling (value Centric Sales Approach), establishing and maintaining accurate, timely and documented sales revenue forecasting procedures, providing required updates to ESRI higher management.
• Builds a network of executive relationships across National Government and with key partners and customers to stay current on issues impacting business and sales, providing meaningful strategic advice to retain and grow their business through integrated solutions.
• Stays current and informed on all new campaigns, understanding their objectives and relevance, communicating to Sales team and ensuring all involved know the roles the play in making campaigns successful.
• Drives team towards expected market penetration and customers satisfaction levels.
• Inspires and influences internal stakeholders, experts and other resources not under direct control, helping to remove obstacles and aiming goals achievement.
• Drives each sales team member toward expected annual sales objectives.
• Facilitates alignment and effective communication within sales team and internal/external key partners/customers and promptly resolve any conflict to encourage harmonious and productive interaction.
• Facilitates individual growth and development of Sales team, setting objectives, performance standards and priorities, coaching and acting as role model on sales approaches and account leadership.

About You

We are on the lookout for an energetic and passionate sales professional to join our dynamic team. The ideal candidate will excel at building and maintaining strong client relationships and be eager to leverage their exceptional communication skills to drive our broader business goals forward. If you are driven, customer-focused, and have a knack for closing deals, we would love to hear from you.

We believe that to be successful in this role you will need:

• Minimum 10 to 15 years of proven track record in enterprise solution sales, and minimum 3 years of people management experience.
• Experience working with government customers is preferred.
• Proactive, aggressive, and reliable. Able to work independently, lead and groom a sales team.
• Ability to manage enterprise sales cycle, key account development and sector sales development.
• Ability to gain customers’ senior executives’ trust and develop sales leads independently.
• Ability to handle enterprise sales cycle from lead generation, pipeline management, sales reporting to large solution tender bidding.
• Excellent communication skills, both written and oral in English and Bahasa Malaysia.
• Experience working with channel partners is an added advantage.

Why Esri Malaysia

At Esri Malaysia, 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 three months 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 Flexi Benefits, Mobile Phone Allowance, Medical & Insurance, Yearly Salary Increment, Referral Spotter Fees, Staff Awards, Engaging Events, and much more.
• Performance Recognition: Enjoy a financially rewarding commission paid quarterly.

For further details or if you have any questions, please contact our Talent Acquisition team by mail at [email protected].