Account Manager

Boustead; Singapore; On-site; SGD 90,000 - 150,000; Full time

Job summary

Esri Singapore seeks an experienced senior sales professional to own and grow a Defence portfolio with MINDEF, DSTA, SAF services and related agencies. You will build trusted relationships with senior Defence stakeholders and shape opportunities through multi-year pursuits.

You will translate Defence requirements into geospatial technology and services, collaborating with technical teams, partners, and industry primes to close high-value deals while consistently meeting sales targets.

Qualifications

• 5+ years in enterprise/public-sector sales, with defence or national security accounts in Singapore.
• Proactive networking, outreach, value-led engagement and rigorous qualification.
• Ownership of complex multi-year pursuits with long procurement cycles and tenders.
• Understanding of defence acquisition environment and funding/governance.
• Familiarity with MINDEF organisation, procurement, and security requirements.
• Ability to sell services and outcomes, uncover customer needs, and negotiate.

Responsibilities

• Own and grow a strategic Defence portfolio across MINDEF, DSTA, SAF Services, formations, units, and related agencies.
• Build trusted relationships with senior Defence stakeholders and decision-makers.
• Identify and secure new opportunities, expanding existing accounts and developing net-new growth.
• Lead complex pursuits from qualification through capture, negotiation, and contract award.
• Translate Defence requirements into geospatial technology and services solutions.
• Collaborate with technical teams, delivery leaders, partners, and primes to develop competitive solutions.
• Deliver sales targets through pipeline management, executive engagement, forecasting, and CRM.

Skills

Enterprise sales

Public sector accounts

Defence sector knowledge

Stakeholder engagement

Pipeline management

Tools

GIS experience

Esri platform

Job description

About the job

We deliver the best GIS solutions in the world, with the brightest minds on the map.

What are the issues that matter most to you? Climate change, national security, disaster response?

At Esri Singapore and solutions and get an inside look into the real-world challenges that shape our future.

1. We turn problems into opportunities, and that takes two things:
2. The most powerful GIS technology and solutions.

Driven, talented, and passionately curious people.

Here we connect them, and that’s how we achieve incredible things for communities, economies, and for your career.

About the role

• Own and grow a strategic Defence portfolio across MINDEF, DSTA, SAF Services, formations, units, and related agencies, driving long‑term account growth and customer success.
• Build trusted relationships with senior Defence stakeholders and decision‑makers, becoming a valued advisor who understands mission priorities and operational challenges.
• Identify, shape, and secure new business opportunities, expanding existing accounts while developing net‑new growth across the Defence ecosystem.
• Lead complex pursuits from opportunity qualification through capture, negotiation, and contract award, developing winning strategies for high‑value opportunities.
• Translate Defence mission requirements into impactful geospatial technology and services solutions that deliver measurable customer outcomes.
• Collaborate with technical teams, delivery leaders, partners, and industry primes to develop competitive, commercially sound, and executable solutions.
• Consistently deliver sales targets through strong pipeline management, executive stakeholder engagement, accurate forecasting, and disciplined CRM practices.

About you

To be successful you will need to bring along:

Qualifications and experience, skills and behaviours

• Around 5 years or more in enterprise or public‑sector sales, with substantive time in defence or national security accounts in Singapore.
• Drive new business and build pipeline through proactive networking, outreach, value‑led engagement, and rigorous sales qualification.
• Demonstrated ownership of complex, multi‑year pursuits with long procurement cycles and formal tender processes.
• Working understanding of the defence acquisition environment.
• Good understanding on how programmes are funded, scoped, evaluated, and governed.
• Strong understanding of MINDEF organisation, procurement processes, compliance frameworks, and security requirements.
• Comfort selling services and outcomes.
• Skilled at uncovering customer needs, generating demand, conveying business value, handling objections, and negotiating outcomes.
• Strong influencing skills, including engaging senior executives of customers.
• Disciplined in sales planning, pipeline management and forecasting.

Preferred experience

• Prior service experience, or time inside Singapore defence agencies, Enterprise software/application provider to Singapore defence agencies, or technology partner providing services to Singapore defence agencies
• Hands‑on GIS experience. Esri platform, or any equivalent. You will not be asked to develop or configure the solutions but knowing what the technology does shortens your ramp and earns you credibility in the room faster.
• Credible technical fluency in geospatial, C4ISR, simulation, digital twin, or adjacent mission technology. You do not need to be an engineer; you do need to be taken seriously by them.
• Experience in working with System Integrators
• Singapore Citizens are strongly preferred due to security clearance and access requirements.

Discover how our values shape our impact, your journey begins with one click here: Our people

For further details or if you have any questions, please contact our Talent Acquisition team by mail at [e-mail] (Ms Fionn Yee)