• Lead strategic relationships. Develop and maintain executive-level relationships across strategic accounts, including C-suite and senior decision-makers. Guide organizations toward business transformation by aligning Esri’s capabilities with their most critical priorities. • Drive Account Strategy. Create and execute holistic account strategies rooted in business value realization. Set long-term goals, navigate complex procurement cycles, and align Esri resources to maximize growth, retention, and customer satisfaction. • Influence Industry Engagement. Act as a recognized expert in your industry segment. Lead high-level discussions on emerging trends, technology innovation, and how GIS can create lasting impact. Represent Esri at key industry events, professional forums, and executive briefings. • Deliver results. Demonstrate a consistent track record of revenue growth, strategic wins, and customer success. Apply advanced consultative selling techniques and take the lead in complex contract negotiations and deal structuring. • Mentor and Influence. Serve as a trusted internal advisor. Mentor account team members and contribute to Esri’s account management and solution selling best practices. Lead by example in resolving high-priority customer issues and influencing cross-functional decisions. • Collaborate with others. Partner with product, industry, marketing, and technical teams to develop tailored solutions and drive coordinated execution across the enterprise. Help shape internal processes and influence product and go-to-market strategies based on customer needs.

• Serve as the primary point of contact for a portfolio of existing customers • Drive account expansion through upselling, cross-selling, and renewal strategies • Understand each customer’s business goals, challenges, and product usage to deliver ongoing value • Partner with Customer Success, Professional Services, and Product teams to support customer outcomes • Identify at-risk accounts early and coordinate retention strategies • Conduct regular account reviews and success check-ins • Maintain accurate forecasting and pipeline management using CRM tools (e.g., Salesforce) • Stay informed on M-Files product updates, roadmap, and new capabilities to share with customers • Travel for customer meetings or QBRs as needed

• Spreadsheet & Data Management - Autonomous data entry and spreadsheet management — no micromanaging required. - Collect, organize, and maintain accurate records with high attention to detail. - Keep data clean, structured, and accessible for the full team at all times. • Email & Document Workflows - Handle high-volume email workflows — managing 4+ emails with attachments daily. - Extract and convert documents to PDF, organizing shared notes and files across OneDrive. - Keep shared drives current and clean so the team always knows where to find what they need. • Tools & Technology - Full Microsoft Suite proficiency is non-negotiable (Word, Excel, Outlook, Teams, OneDrive). - CRM adaptability — you may not know every platform, but you learn fast and apply it well. (Current CRM is Bonzo) - Comfortable picking up new tools and systems without slowing down. • Outreach & Communication - Warm calling — not cold outreach. You understand the difference and build rapport fast. - Professional, confident phone presence with the ability to represent the team well on every call

• generate high-quality conversations and qualified meetings for leadership. • Over time, strong performers may grow into: - Account Executive / Closer roles - strategic partnerships - revenue leadership opportunities