Esri Australia ABN 16 008 852 775 | Copyright Esri Australia Pty Ltd

Senior Consultant – Presales Managing division: Business Development

Delivery team: Industry Solutions

Reports to: Managing Consultant – Industry Solutions

Staff reporting to this position: None

Location: Canberra, ACT

Employment status: Full-time

Travel requirements: Interstate travel as required

Overview

The Senior Consultant – Presales will contribute to winning new business and strengthening existing business relationships by providing consulting expertise in the application of GIS across the enterprise. The Senior Consultant - Presales will work with and advise Esri Australia’s key clients on how they can deploy best-practice GIS technology solutions to achieve greater business outcomes.

Key accountabilities

» Revenue and profitability growth; » Market retention and expansion; » Business acumen; and, » Contributions to the team.

Role and responsibilities

» Provide strategic solutions and ideas that bridge the gap between spatial technology and issues faced by National Security and other Federal Government agencies;

» Design compelling solution-based value propositions by identifying clients’ challenges and needs and developing solutions which meet those needs;

» Understand the sales cycle and the consultant’s role in the process; » Work with the Business Development Manager to determine the appropriate approach; » Demonstrate to agencies the benefits of establishing an ArcGIS Platform within an

Enterprise IT Architecture;

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» Drive adoption of new technologies by maintaining up-to-date personal knowledge of Esri technology, key national security industry domains and technical trends;

» Own key relationships with technical and management stakeholders of major clients; » Build and deliver solution presentations to prove Esri Australia’s ability to meet

prospective clients’ challenges; » Facilitate requirements workshops and document the solution requirements; » Represent Esri Australia solutions at webinars, seminars, exhibitions, tradeshows, partner

and user events through the preparation and presentation of creative technical demonstrations to showcase our technology and services; and,

» Provide coaching to other team members to promote knowledge sharing and develop their capabilities.

Personal requirements Skills and attributes

» Excellent written and verbal communication skills with the ability to relate to all levels within an organisation, including operational users and technical groups;

» Effective relationship building skills, and a demonstrated consultative approach when working with core clients;

» Strong analytical and problem solving skills; » Proven ability to diagnose a business problem and seek creative and non-standard

solutions; and, » Personality and behaviour alignment with Esri Australia’s core values.

Qualifications and experience

» Relevant tertiary qualifications; » Negative Vetting 1 security clearance (or higher); » Strong experience with a broad range of GIS products and services; » Excellent knowledge of enterprise architecture concepts and methodologies and a

capability to undertake requirements analysis; and, » Solid experience working in a consulting environment and interacting at all levels of an

organisation, both internally and with clients.

Professional development

This position description will be reviewed at your annual performance appraisal with the Managing Consultant – Industry Solutions. In this appraisal you will collaboratively review and set your personal goals, key performance indicators and professional development plan, and identify any training needs.

Esri Australia’s core values

Esri Australia’s core values will be an important part of your role, and will guide you in your internal and external relationships. These shared values influence: our professional ethics and

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practices; the way we work and interact with each other; the way we serve our clients; and how we engage our stakeholders.

Integrity: we are strategic and considered in everything we do, and unwavering in both our personal and professional integrity. This makes our clients feel valued and confident.

Long-term relationships: we are constantly seeking new ways to do more for our clients and to build and nurture these relationships. By understanding their business, we are in a position to help clients succeed.

Excellence: we use our intellect and experience to drive continual improvement every day. Our commitment to professional excellence underpins our role as our clients’ trusted advisors.

Passion: we are driven by the science that underpins GIS, and always look for new ways to share its value with our clients. Our passion keeps us at the forefront of our industry.