Senior Account Manager – Special Operations Forces (SOF)

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In this role you will apply your understanding of the Special Operations Forces (SOF) community and your experience with geospatial technology to become an integral part of the account team. You’ll help direct the efforts of a highly skilled, cross- functional team who collaborate with customers to identify new, innovative ways of applying Esri technology and assist new users in discovering tactical advantages through the application of ArcGIS.


We’re looking for individuals who are customer oriented and collaborative team players who enjoy identifying and implementing strategies that will leverage Esri capability and resources towards addressing customer requirements and complex challenges. This will require you to maintain a working knowledge of Esri software, data, infrastructure, Professional Services, Educational Services, and Esri Business Partner capabilities. This position is based in a home office in the Fort Bragg, North Carolina area.


  • Build relationships. Develop, and implement location strategies for SOF organizations. Create new opportunities within high-level accounts and deepen relationships. Participate in and present at trade shows, workshops, and seminars. Maintain a healthy pipeline of business growth opportunities for new and existing customers. Participate in trade shows, workshops, and seminars to showcase your thought leadership. Leverage social media to build your professional network.
  • Understand our customers. Demonstrate advanced industry knowledge and its relevance to the application of GIS. Identify key stakeholders and business drivers within SOF organizations and gain access to executive, enterprise-level decision makers. Identify key stakeholders and business drivers for organizations at all echelons of the USSOCOM organizational structure. Understand customer budgeting and acquisition processes.
  • Be an expert. Clearly articulate the strength and value of ArcGIS as it relates to the industry. Consistently conduct research and pursue professional development to ensure competitive knowledge.
  • Deliver results. Successfully execute the account management and sales processes for all opportunities in order to meet revenue goals. Be motivated and resourceful and take initiative to resolve issues.
  • Collaborate with your team. Lead account strategies by applying your domain knowledge and leveraging cross-divisional teams to execute planned activities towards multi-year goals.


  • 5+ years of enterprise sales experience providing platform solutions to businesses
  • Experience in managing the sales cycle, creating partnerships, and establishing advocacy with customers
  • Ability to effectively translate SOF centric 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 an organization
  • Understanding of account planning and opportunity strategy creation
  • 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, business administration, or a related field, or equivalent work experience

Recommended Qualifications

  • Experience with United States Army Special Operations Command (USASOC) and its organizational structure and missions
  • Knowledge of Special Operations Forces Acquisition, Technology, and Logistics (SOF AT&L) Structure, Programs and Areas of Interest
  • Knowledge of industry fiscal year, budgeting, and procurement cycles
  • General knowledge of spatial analysis and how it is used for problem solving

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 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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