Federal Account Manager for Emerging Business


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Overview


We invite you to bring your experience and passion for the work of the federal government coupled with an understanding of applying geospatial technology to become an integral part of Esri’s national government account team. We’re looking for an individual who is customer oriented and a collaborative team player who enjoys identifying and implementing strategies that will radically improve the challenges organizations face. The ideal candidate will not be afraid to take a bold approach to existing customers and deliver on new creative lines of business. You’ll work closely with a team that helps our new and existing national government and FFRDC customers optimize and expand adoption of Esri technology, identify new areas of growth, and deliver expertise that helps deliver on 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. Build your professional network by participating in and presenting 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 and help them grow in new directions.
  • Learn and grow. Clearly articulate the strength and value of Esri technology as it relates to the work of the federal government. 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. Lead cross-sector collaborations that require input from multiple account teams to discover new opportunities. 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
  • Able to negotiate, present, and support visual storytelling across all levels of an organization
  • Ability to travel domestically or internationally 25-50% of the time
  • Bachelor’s or Master’s degree in GIS, business administration, public policy, or a related field, or equivalent work experience

Recommended Qualifications


  • Understanding of GIS, Esri technology, and the work of federal agencies and FFRDCs 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 the federal fiscal year, budgeting, and procurement cycles
  • Familiarity with the federal policymaking process

Questions about our interview process? We have answers.

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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.

A reasonable estimate of the base salary range is
$97,760-$176,800 USD

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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