• 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

• 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. Understand complex customer budgeting and acquisition processes. • Clearly articulate the strength and value of Esri technology as it relates to the AEC industry. Consistently conduct research and pursue professional development to ensure competitive knowledge. Use your innovative whiteboarding and presentation skills to support visual storytelling. • 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. • 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.

• 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.

• Develop and execute strategic account and territory plans across parent and subsidiary organizations in the EMEA region, to both capitalize on the whitespace within existing global customers and net new logos. • Drive the end-to-end sales process and customer stakeholder alignment, where buying decisions and budgets are owned in the EMEA region. • Build, own, and execute sales strategy for assigned geography and account allocation. • Manage own book of business/territory, running business meetings both remotely and in person. • Lead quarterly business reviews and strategic planning sessions with customers. • Drive cross-sell and upsell opportunities for Model N’s SaaS product and recurring services suite. • Build, manage, and drive pipeline; close business. • Achieve/exceed annual sales quota for ARR, annual and quarterly pipeline/funnel targets. • Partner with Customer Success Team to build trusted relationships with senior customer stakeholders to promote solution adoption. • Advocate for customer needs internally to improve product and service outcomes. • Support renewal processes and customer retention efforts. • Maintain accurate pipeline and account data in Salesforce for assigned territory. • Leverage internal resources (Solutions Consultants, Partners, Support, Professional Services) throughout the sales cycle. • Demonstrate product and industry knowledge and understanding of Model N’s unique value proposition. • Utilize the “Model N Way” sales methodology and tools. • Resolve field/customer conflict and ensure all partner resources are fully leveraged.