Deal Development Specialist

Esri•Redlands, CA

5d•$74,256 - $109,200•Onsite

About The Position

At Esri, the team supports strategic sales positioning, procurement, programs, and processes, working with business development and operational teams across industries and government. The Deal Development Specialist supports the sales division by handling sales agreements, programs, and sales best practices. The role captures offer details to meet business needs and sales goals, builds and maintains relationships, mitigates risk, and contributes to resolution, growth, and process improvement. The specialist reviews, negotiates, and drafts sales agreement offers and OEM, reselling, sales, or procurement contracts. They collaborate with sales, procurement, marketing, product management, and development groups to ensure agreements align with Esri’s business, financial, and risk management objectives. The role provides timely, customer-focused support to staff on routine agreements and specialized offers; identifies contractual risks and proposes mitigation strategies; and provides leadership with insights and patterns. The position requires sound business judgment, strong organization and attention to detail, ethical conduct, and care when handling confidential information. Occasional travel may be required, up to approximately 10%, depending on business requirements. Esri states that visa sponsorship is unavailable and applicants must be authorized to work for any U.S. employer.

Requirements

At least 2 years of work experience with master purchasing agreements, enterprise programs, proposals, quotes, and/or contracts.
At least 1 year of experience with commercial software pricing models, strategy, pricing analysis, and/or pricing catalogs.
Knowledge of Esri product models, licensing, and maintenance programs.
Understanding of the software sales process, software licensing, software, intellectual property, and basic contract structures.
Ability to clarify complex business relationships through research and consultation with multiple stakeholders while maintaining confidentiality of pricing, reporting, and contract terms.
Excellent written and verbal communication, interpersonal, and listening skills.
Detail-oriented, with the ability to work with a high level of accuracy.
Expertise with Microsoft Office applications, particularly reporting functionality and spreadsheets.
Bachelor’s degree in business, management, economics, or a related field.
Applicants must be authorized to work for any employer in the U.S.; visa sponsorship is not available.
Occasional travel may be required, up to approximately 10%, with needs varying based on business requirements.

Nice To Haves

Master’s degree in business, management, economics, or a related field.
Experience working as part of a cross-functional team with multiple stakeholders.
Familiarity with Salesforce.com and SAP.
Exposure to contracting, pricing, and weighing risk.

Responsibilities

Review, negotiate, and draft sales agreement offers and OEM, reselling, sales, or procurement contracts.
Collaborate with sales, procurement, marketing, product management, and development groups to ensure agreements align with Esri’s business, financial, and risk management objectives.
Respond promptly to work requests and provide quality, customer-focused staff support regarding routine agreements and specialized offers.
Use working relationships and teamwork to achieve business goals in a fast-paced environment.
Anticipate potential contractual risks and propose mitigation strategies.
Maintain high ethical standards and comply with company policy, laws, and regulations.
Provide leadership with insights and patterns through diligence, sound business judgment, and strategic thinking.
Maintain organizational skills and attention to detail while working with multiple information sources and confidential databases.