Federal Account Manager – Army

Esri; Vienna (VA); On-site; USD 104,000 - 188,000; Full time

Job summary

Join a forward-thinking company that values creativity and collaboration! As part of the national government account team, you'll leverage your expertise in enterprise sales and GIS technology to support Army customers. This role offers a unique opportunity to build lasting relationships, identify growth opportunities, and deliver impactful solutions. You'll thrive in a supportive culture that encourages professional development and innovation. If you're passionate about geospatial technology and eager to make a difference, this position is your chance to contribute to meaningful projects that drive positive change in the defense sector.

Benefits

Medical insurance

Dental insurance

Vision insurance

401(k) plan

Profit-sharing programs

Paid vacation leave

Paid holidays

Professional growth opportunities

Qualifications

• 5+ years of enterprise sales and consulting experience required.
• Understanding of account management and opportunity strategy creation.

Responsibilities

• Build relationships and implement location strategies for organizations.
• Deliver results through effective account management and sales processes.

Skills

Enterprise sales

Consulting

Program management

Solution selling

Negotiation

Visual storytelling

Understanding of GIS

Customer relationship management

Education

Bachelor’s in GIS

Bachelor’s in business administration

Master’s in GIS

Master’s in business administration

Job description

We invite you to bring your experience and passion for Defense and GIS 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. You’ll work closely with a team that helps our new and existing Army 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

1. Build relationships. Prospect, develop, and implement location strategies for organizations. Maintain a healthy pipeline of business growth opportunities for new and existing customers. Leverage social media and other avenues to build your professional network. Participate and present at trade shows, workshops, and seminars.
2. 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.
3. Learn and grow. Clearly articulate the strength and value of Esri technology as it relates to the industry. Consistently conduct research and pursue professional development to anticipate customer needs and trends that may impact them.
4. 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.
5. Collaborate with others. Leverage your domain knowledge when working with teams across Esri to define and execute account strategies. Be motivated and resourceful and take initiative to resolve issues.

Requirements

1. 5+ years of enterprise sales and/or relevant consulting or program management experience
2. 3+ years of experience working in or supporting the federal government
3. Experience creating partnerships, and establishing yourself as a trusted advisor with customers
4. Understanding of account management, account planning and opportunity strategy creation
5. Demonstrated knowledge of the US Army and new technology trends and the ability to translate this into solutions for customers
6. Able to negotiate, present, and support visual storytelling across all levels of an organization
7. Ability to travel domestically or internationally 25-50%
8. Bachelor’s in GIS, business administration, or a related field
9. Applicants must be a US Citizen, undergo a background investigation, and obtain/maintain security clearance eligibility requirements for a Secret, Top Secret (TS), TS/SCI, or TS/SCI with polygraph

Recommended Qualifications

1. Understanding of GIS, Esri technology, and the defense industry as they relate to one another
2. Experience managing the sales cycle
3. General knowledge of data science or spatial analysis and how it is used for problem solving and uncovering patterns and trends within organizations
4. Knowledge of industry fiscal year, budgeting, and procurement cycles
5. Master’s in GIS, business administration, or a related field

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 $104,000 - $187,200 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.

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 [e-mail] 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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