Federal Account Manager – Defense

Overview

We invite you to bring your experience and passion for national security, along with your understanding of geospatial technology, to become an integral part of Esri’s Department of Defense account team. You will have the opportunity to work closely with coalition and joint forces within the Geographic Combatant Commands and engage with DoD technology enablers and accelerators such as the Chief Digital and Artificial Intelligence Office and the Defense Innovation Unit. We are looking for a customer-oriented and collaborative team player who enjoys identifying and implementing strategies to fundamentally improve the challenges these organizations face. You will work with a team dedicated to helping our new and existing customers within the Department of Defense expand the adoption of Esri technology, identify new areas of growth, and deliver expertise that supports their mission.

At Esri, we are committed to our customers and their success. It is a place for you to do your best work and partner with our customers amid a supportive culture that encourages creativity, collaboration, and passion.

Responsibilities

• Build relationships. Prospect, develop, and implement location strategies for organizations. Maintain a healthy pipeline of business growth opportunities for new and existing customers. Leverage social media and other avenues to build your professional network. Participate and present at trade shows, workshops, and seminars.
• Understand our customers. Demonstrate industry knowledge and its relevance to the application of GIS. Identify key stakeholders and business drivers for an organization. Understand customer budgeting and acquisition processes. Use solution selling skills to understand the needs and business challenges of customers.
• Learn and grow. Clearly articulate the strength and value of Esri technology as it relates to Department of Defense and Military Operations. Consistently conduct research and pursue professional development to anticipate customer needs and trends that may impact them.
• Deliver results. Successfully execute the account management and sales processes for all opportunities. Use whiteboard sessions and other techniques to support visual storytelling and propose solutions that best meet the need of the customer.
• Collaborate with others. Leverage your domain knowledge when working with teams across Esri to define and execute account strategies. Be motivated and resourceful and take initiative to resolve issues.

Requirements

• 5+ years of enterprise sales and/or relevant consulting or program management experience
• 3+ years of experience working in or supporting the federal government
• Experience creating partnerships, and establishing yourself as a trusted advisor with customers
• Understanding of account management, account planning and opportunity strategy creation
• Demonstrated knowledge of the federal government industry and new technology trends and the ability to translate this into solutions for customers
• Ability to negotiate, present, and support visual storytelling across all levels of an organization
• Ability to travel domestically or internationally 25-50%
• Bachelor’s in GIS, business administration, or a related field
• Applicants must be a US Citizen, undergo a background investigation, and obtain/maintain security clearance eligibility requirements for a Secret, Top Secret (TS), TS/SCI, or TS/SCI with polygraph

Recommended Qualifications

• Understanding of GIS, Esri technology, and the Department of Defense as they relate to one another
• Experience managing the sales cycle
• General knowledge of data science or spatial analysis and how it is used for problem solving and uncovering patterns and trends within organizations
• Knowledge of industry fiscal year, budgeting, and procurement cycles
• Master’s in GIS, business administration, or a related field

Questions about our interview process? We have answers.

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About Esri

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.

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