Deal Development Specialist
Esri
$74,256 - $109,200 / year
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Description
Overview
At Esri, our team supports strategic sales positioning, procurement, programs, and processes. We interact with business development and operational teams from various industries and governments. We invite you to use your strong analytical skills and experience to support our sales division with sales agreements, programs, and sales best practices. You will capture details of offers to meet business needs and sales goals. You will use your skills to build and maintain relationships, mitigate risk, and drive resolution, growth, and process improvement.
Responsibilities
- Deliver Results. Review, negotiate, and draft sales agreement offers, OEM, reselling, sales or procurement contracts. Work together with sales, procurement, marketing, product management, and development groups to understand and ensure agreements are consistent with Esri’s business, financial, and risk management objectives.
- Build Relationships. Respond to work requests promptly and provide quality, customer-focused support to staff regarding routine agreements and other specialized offers. Able to work as part of a fast-paced team and utilize working relationships to achieve business goals.
- Be an expert. Leverage your business acumen and experience to consistently anticipate and guard against potential contractual risks and propose mitigation strategies. Maintain high ethical standards in every aspect of the position and comply with company policy, laws, and regulations.
- Innovate and Adapt. Use your diligence, excellent business judgement, and strategic thinking to provide insight and patterns to your leadership. Maintain strong organizational skills and attention to detail in working with various information sources and databases of confidential information.
Requirements
- 2+ years of work experience with master purchasing agreements, enterprise programs, proposals, quotes, and/or contracts
- 1+ years 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 in addition to maintaining confidentiality of pricing, reporting, and terms of contracts
- 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
- Occasional travel may be required (up to ~10%); travel needs may vary based on business requirements
- Bachelor’s degree in business, management, economics, or related field
- Visa sponsorship is not available for this posting. Applicants must be authorized to work for any employer in the U.S.
Recommended Qualifications
- Master’s degree in business, management, economics, or 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
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Total Rewards
Esri’s competitive total rewards strategy includes industry-leading health and welfare benefits: medical, dental, vision, basic and supplemental life insurance for employees (and their families), 401(k) and profit-sharing programs, minimum accrual of 80 hours of vacation leave, twelve paid holidays throughout the calendar year, and opportunities for personal and professional growth. Base salary is one component of our total rewards strategy. Compensation decisions and the base range for this role take into account many factors including but not limited to skill sets; experience and training; licensure and certifications; and other business and organizational needs.
The Company
At Esri, diversity is more than just a word on a map. When employees of different experiences, perspectives, backgrounds, and cultures come together, we are more innovative and ultimately a better place to work. We believe in having a diverse workforce that is unified under our mission of creating positive global change. We understand that diversity, equity, and inclusion is not a destination but an ongoing process. We are committed to the continuation of learning, growing, and changing our workplace so every employee can contribute to their life’s best work. Our commitment to these principles extends to the global communities we serve by creating positive change with GIS technology. For more information on Esri’s Racial Equity and Social Justice initiatives, please visit our website here.
If you don’t meet all of the preferred qualifications for this position, we encourage you to still apply!
Esri is an equal opportunity employer (EOE) and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability status, protected veteran status, or any other characteristic protected by law. If you need reasonable accommodation for any part of the employment process, please email askcareers@esri.com and let us know the nature of your request and your contact information. Please note that only those inquiries concerning a request for reasonable accommodation will be responded to from this e-mail address.
Esri Privacy Esri takes our responsibility to protect your privacy seriously. We are committed to respecting your privacy by providing transparency in how we acquire and use your information, giving you control of your information and preferences, and holding ourselves to the highest national and international standards, including CCPA and GDPR compliance.
Benefits
- health insurance
- 401(k)
- stock options
- life insurance
About this role
Supporting Esri's sales division, this contract role focuses on the business and legal infrastructure that enables deals to close. You'll review and negotiate sales agreements, OEM contracts, and procurement arrangements while working across sales, product, marketing, and development teams to ensure offerings align with Esri's financial and risk objectives. The work demands strong analytical ability and business judgment—you'll anticipate contractual risks, propose mitigation strategies, and translate complex stakeholder needs into clear agreements.
The ideal candidate brings at least two years of experience with master purchasing agreements, enterprise programs, and contracts, plus a year working with commercial software pricing models and licensing. You should understand Esri's product licensing landscape and the broader software sales process, with demonstrated skill at managing confidential information and communicating clearly across functions. A bachelor's degree in business, management, or economics is required; familiarity with Salesforce and SAP is a plus. This is an in-office position in Louisville with occasional travel, and you must already be authorized to work in the U.S.
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Pay for this role
$74,256 to $109,200 per year
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