Senior Account Manager - Defense


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Overview


We invite you to use your deep understanding of C4ISR and experience with geospatial technology to become an integral part of the account team. You’ll join a highly-skilled group of sales professionals and solution engineers who collaborate with existing customers to identify new, 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 to deliver solutions that satisfy C4ISR requirements. You’ll work closely with a team that helps our customers take advantage of geoanalysis to find unique patterns, trends, and understanding hidden within complex business problems.

Responsibilities


  • Build relationships. Prospect, develop, and implement location strategies for large, complex organizations. Create new opportunities within high-level accounts and deepen relationships. Participate in and present at trade shows, workshops, and seminars.
  • Understand our customers. Demonstrate advanced industry knowledge and its relevance to the application of GIS. Identify key stakeholders and business drivers within organizations and gain access to executive, enterprise-level decision makers. Understand complex customer budgeting and acquisition processes.
  • Be an expert. Clearly articulate the strength and value of Esri technology as it relates to the defense industry. Consistently conduct research and pursue professional development to ensure competitive knowledge. Use your innovative whiteboarding and presentation skills to support visual storytelling.
  • Deliver results. Proactively execute the account management and sales processes for all opportunities in order to meet revenue goals. Continually evaluate work in terms of its contribution to meeting customer needs.
  • Collaborate with your team. Lead account strategies by consistently collaborating with cross-divisional teams and Esri partners. Be motivated and resourceful and take initiative to resolve issues.

Requirements


  • 8+ years of enterprise sales experience providing solutions to businesses
  • Experience in managing the sales cycle, creating partnerships, and establishing advocacy with customers
  • Ability to effectively translate knowledge of the defense industry and new technology trends into real solutions for customers
  • Able to negotiate, present, and support visual storytelling across all levels of the organization
  • Experience with the Joint Capabilities Integration and Development System (JCIDS) Process
  • Knowledge of the defense industry’s fiscal year, budgeting, and procurement cycles
  • Experience with insight selling methodologies, including understanding and mitigating threats
  • Ability to travel domestically or internationally 25-50%
  • US citizenship and ability and willingness to obtain a security clearance
  • Bachelor’s or master’s in GIS, geography, business administration, or a related field, or equivalent work experience

Recommended Qualifications


  • Understanding of GIS, Esri technology, and the defense industry as they relate to one another
  • General knowledge of spatial analysis and how it is used for problem solving
  • Experience working directly with the defense community

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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