Federal Account Manager - Public Sector

PowerToFly; 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

Paid time off including 12 holidays per year

Job summary

Esri is seeking an experienced Account Manager in Vienna, Virginia, to lead sales initiatives in the public sector. The successful candidate will have over 5 years of enterprise sales experience, along with a strong understanding of GIS technology and federal government processes. Responsibilities include managing sales processes, developing customer relationships, and articulating the strengths of Esri's products. This role offers a competitive salary ranging from $104,000 to $187,200 and opportunities for professional growth.

Qualifications

• 5+ years of enterprise sales and/or consulting experience.
• 3+ years experience in the federal government/public sector.
• Ability to travel domestically 25-50%.

Responsibilities

• Manage the account management and sales processes for opportunities.
• Understand customer needs and budgeting processes.
• Develop and implement location strategies for organizations.
• Articulate the strength of Esri technology to customers.

Skills

Enterprise sales experience

Public sector experience

Solution selling

Customer relationship management

Negotiation and presentation skills

Education

Bachelor’s degree in business administration, GIS, or related field

Job description

Overview

Want to make a difference in the world? Join a team of innovative professionals who put customers first and align a federal civilian agency's mission and priorities with modern enterprise system solutions. Esri is the place for you to do your best work amid a supportive culture that encourages creativity, collaboration, and passion for each project. You’ll be part of a high‑performing team that helps federal civilian agencies (such as NASA, Department of Energy, EPA, Department of Commerce, CDC, and Veterans Affairs) apply geospatial science and leading‑edge analytical technologies to discover unique patterns, trends, and solutions hidden within complex scientific and business problems. As an Account Manager at Esri, the global leader in geospatial science and GIS, you will apply your selling skills to address a huge transformation in technological capabilities across the public sector that includes Artificial Intelligence (AI) and Machine Learning (ML), Kubernetes, digital twin, data science, big data, Microsoft Fabric; distilling IoT‑generated data into actionable intelligence, cloud computing, and more.

Responsibilities

• 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.
• 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.
• 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.
• 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.
• 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/public sector
• Experience creating partnerships and establishing yourself as a trusted advisor with customers
• Understanding and execution of the sales process, account management, account planning and opportunity strategy creation
• Demonstrated knowledge of enterprise systems 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 agency
• Ability to travel domestically 25-50%
• Bachelor’s degree in business administration, GIS, environmental/earth, social and/or health science, or a related field
• Visa sponsorship is not available for this posting. Applicants must be authorized to work for any employer in the U.S.

Recommended Qualifications

• Understanding of GIS, Esri technology, and environmental and earth sciences as they relate to one another
• Understanding of environmental, earth and health sciences
• 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 public sector fiscal year, budgeting, and procurement cycles
• Master’s degree in business administration, GIS, environmental/earth, social and/or health science, or a related field

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.