Federal Account Manager - Defense Installations & Environment

ESRI; Vienna (VA); On-site; USD 104,000 - 187,200; Full time

Benefits offered by this job

Health and welfare benefits

401(k) and profit-sharing programs

80 hours of vacation leave

Twelve paid holidays

Job summary

ESRI is seeking a motivated individual for the national government account team. The role involves applying geospatial technology to aid customers in defense and environmental sectors. The ideal candidate will have 5+ years in enterprise sales, with experience in federal government relations.

Responsibilities include building relationships, understanding customer needs, and leveraging Esri technologies. A Bachelor's degree is required, along with security clearance eligibility. The position offers competitive rewards and benefits.

Qualifications

• 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.
• Demonstrated knowledge of the federal government industry and new technology trends.
• Ability to negotiate, present, and support visual storytelling across all levels of an organization.
• Applicants must be a US Citizen, undergo a background investigation, and obtain security clearance.

Responsibilities

• Prospect and implement location strategies for organizations.
• Demonstrate industry knowledge relevant to GIS application.
• Articulate the strength and value of Esri technology.
• Execute the account management and sales processes.
• Collaborate with teams across Esri.

Skills

Enterprise sales experience

Consulting or program management experience

Understanding of account management

Negotiation and presentation skills

Ability to travel domestically or internationally

Education

Bachelor's degree in GIS, business administration, or a related field

Job description

Overview

We invite you to bring your experience and passion for defense, military installation, and environmental mission organizations, 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 national government 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. Leverage social media and other avenues to build your professional network. Participate and present 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.
• Learn and grow – Clearly articulate the strength and value of Esri technology as it relates to defense, military installation, and environmental mission organizations. 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. 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%
• Bachelor's degree in GIS, business administration, or a related field
• 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

• Understanding of GIS, Esri technology, and defense, military installation, and environmental mission organizations 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 industry fiscal year, budgeting, and procurement cycles
• Master's degree in GIS, business administration, or a related field

If you don't meet all of the preferred qualifications for this position, we encourage you to still apply!

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.

Base salary range: $104,000 — $187,200 USD.

Equal Opportunity Employer

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.