Director, USG Defense Business Development

The Director of USG Defense Business Development at Esri holds a pivotal role, leading a talented team through all phases of the sales process, from prospecting to closing deals. Key responsibilities include developing and executing strategies to elevate GIS usage across the Department of Defense, leveraging data insights to drive revenue growth, and anticipating customer needs to deliver tailored solutions. The position demands outstanding leadership and the ability to build strong relationships within the industry.

To be considered for the Director of USG Defense Business Development role at Esri, candidates must possess over 10 years of experience in managing high-performing sales teams and a strong background in enterprise sales within the USG defense space. A bachelor's degree in Business Administration, Business Management, GIS, or a related field is required, along with proven expertise in using CRM tools such as PowerBI and Salesforce. Additionally, candidates should be equipped with the skills necessary for securing high-value projects and possess a deep understanding of the defense industry's procurement processes.

The Director of USG Defense Business Development plays a critical role in shaping Esri's growth within the defense sector by devising bold strategies that facilitate the adoption of GIS technology. This position is essential for driving revenue growth, navigating complex sales challenges, and establishing partnerships that align with the Department of Defense's evolving needs, ensuring that Esri remains a leading provider of innovative defense solutions.

Essential skills for the Director of USG Defense Business Development role at Esri include exceptional leadership and coaching abilities, advanced negotiation and communication skills, and a deep understanding of GIS technology and its applications in the defense sector. Additionally, proficiency in data analytics and CRM tools, along with a strategic mindset and the capability to influence stakeholders at all levels, are crucial for someone in this position.

As the Director of USG Defense Business Development at Esri, you'll have access to numerous growth opportunities, including leadership development programs, the chance to expand your professional network in the defense industry, and the opportunity to directly influence innovative solutions impacting national security. Your role also allows for personal and professional growth through involvement in high-value projects and strategic initiatives within a collaborative environment.

When answering this question, focus on specific examples of how you've successfully managed and coached sales teams, especially in the defense industry. Highlight your leadership style, any challenges faced, and the results achieved, emphasizing your ability to inspire and motivate teams while driving growth.

Discuss specific strategies that have worked for you in the past, such as leveraging data analytics or CRM tools to refine sales approaches. Mention how these strategies helped in understanding customer needs, adapting to market changes, and ultimately, leading to measurable revenue increments.

Relate your experience with building relationships in the defense sector by discussing your networking strategies, trust-building initiatives, and how you maintain professional connections. Highlight any partnerships or collaborations that have led to successful project executions and client satisfaction.

In this answer, illustrate your understanding of current trends in the GIS technology sector, particularly how they apply to defense. Discuss innovations like data integration, artificial intelligence, or advanced analytics, and how they can potentially reshape operations within the Department of Defense.

Provide a comprehensive strategy for addressing performance issues, such as identifying areas for improvement, offering personalized coaching, and establishing accountability. Discuss your approach to fostering a supportive environment that encourages growth and resilience in the face of challenges.

Use this opportunity to detail a specific project, emphasizing your role in the sales process, your strategies for winning the contract, and the positive outcomes achieved. Focus on lessons learned and how this success has influenced your approach to future projects.

Highlight your negotiation style, providing an example of a challenging contract negotiation. Discuss the strategies employed, any obstacles faced, and how you successfully navigated them to reach a beneficial agreement for both parties.

Discuss your proactive approach to staying updated on industry trends by mentioning specific resources like journals, podcasts, or industry conferences. Highlight how this knowledge influences your strategies and decision-making within your role.

Talk about the importance of communication and transparency in ensuring team alignment. Discuss how you articulate company goals to your team and involve them in the decision-making process, fostering a sense of ownership and shared purpose.

Discuss your experience with managing change by employing effective communication, training, and support. Emphasize the importance of empathy and understanding during transitions, and how you’ve successfully guided teams through shifts in strategy or market conditions.