Account Manager - Nonprofit & Global Organizations


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Overview


We invite you to use your deep understanding of the global development, humanitarian, conservation, and nonprofit industries and experience with geospatial technology to become an integral part of the nonprofit & global organizations account team. You’ll join a highly-skilled group of sales professionals and solution engineers who collaborate with existing customers to identify new and innovative ways of using our technology and help new users discover the value GIS can bring to their organization.

We’re looking for individuals who are customer oriented and collaborative team players who enjoy identifying and implementing strategies that will radically improve the challenges global development and nonprofit organizations face. You’ll work closely with a team that helps our customers take advantage of geospatial data and analysis to find unique patterns, trends, and understanding hidden within complex business problems.

Responsibilities


  • Build relationships. Develop opportunities to partner with key stakeholders to envision, develop, and implement location strategies for organizations. Maintain a healthy pipeline of business growth opportunities for new and existing customers. Leverage social media to build your professional network. Participate in 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. 
  • Be an expert. Clearly articulate the strength and value of GIS and Esri technology as it relates to the industry. Consistently conduct research and pursue professional development to anticipate customer needs.
  • Deliver results. Successfully execute the account management and sales processes for all opportunities. Use consultative selling skills to understand the needs and business challenges of customers. 
  • Collaborate with your team. Leverage your domain knowledge when working with cross-divisional teams to define and execute account strategies. Be motivated and resourceful and take initiative to resolve issues. Use whiteboard sessions and other techniques to support visual storytelling. 

Requirements


  • 3+ years of enterprise sales or business development experience providing technology solutions to organizations in the global development, humanitarian, conservation, and nonprofit industries
  • Experience managing the sales cycle, creating partnerships, and establishing trusted advisor relationships with customers
  • Understanding of account planning and opportunity strategy creation
  • Demonstrated knowledge of the of the key issues, trends, and business drivers in the global development, humanitarian, conservation, and nonprofit industries
  • Ability to translate knowledge of geospatial technology and new technology trends into solutions that address customer needs
  • Able to negotiate, present, and support visual storytelling across all levels of an organization
  • Experience with insight selling methodologies, including understanding and mitigating threats
  • Ability to prioritize your activities and manage your time
  • Highly motivated team player with a mature, positive attitude and passion to meet the challenges and opportunities of a business
  • Ability to travel domestically or internationally 25-50%
  • Bachelor’s or master’s in GIS, business administration, economics, or a related field, or equivalent work experience

Recommended Qualifications


  • General knowledge of spatial analysis and how it is used for problem solving
  • Demonstrated experience working with or for global development organization such as the World Bank, the Inter-American Development Bank, USAID or others
  • Demonstrated experience to lead executive engagements to sell solutions and services to customers
  • Excellent written and verbal communication and interpersonal skills, including the ability to create and deliver compelling presentations, concept notes and whitepapers for customers.
  • Fluency in one or more non-English languages such as Spanish, French, Arabic, etc.
  • Knowledge of industry fiscal year, budgeting, and procurement cycles

Questions about our interview process? We have answers.

About Esri


Our passion for improving quality of life through geography is at the heart of everything we do. Esri’s geographic information system (GIS) technology inspires and enables governments, universities, and businesses worldwide to save money, lives, and our environment through a deeper understanding of the changing world around them.

Carefully managed growth and zero debt give Esri stability that is uncommon in today's volatile business world. Privately held, we offer exceptional benefits, competitive salaries, 401(k) and profit-sharing programs, opportunities for personal and professional growth, and much more.

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 a reasonable accommodation for any part of the employment process, please email humanresources@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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