Sr. Account Manager – Local Government (Southeast)

ESRI; Vienna (VA); On-site; USD 114,400 - 218,400; Full time

Benefits offered by this job

Medical, dental, and vision insurance

401(k) and profit-sharing programs

Vacation leave and paid holidays

Job summary

Esri is seeking a seasoned sales professional to join their Vienna team. The ideal candidate will bring over 5 years of enterprise sales experience and a strong understanding of GIS technology and its applications in local government.

Your role will involve building strategic relationships, understanding complex customer needs, and proactively driving sales processes. Competitive compensation, including a base salary range of $114,400 — $218,400, and comprehensive benefits including medical and retirement plans, are offered.

Qualifications

• 5+ years of enterprise sales or relevant consulting experience.
• Expert negotiator across all organizational levels.
• Understanding of local government and technology trends.

Responsibilities

• Build relationships and develop location strategies.
• Understand customer needs and industry knowledge.
• Deliver results and execute sales processes.

Skills

Enterprise sales experience

Client relationship management

Negotiation skills

Knowledge of GIS

Ability to travel domestically or internationally

Education

Bachelor’s in GIS or business administration

Job description

Overview

We invite you to bring your experience and passion for State and Local coupled with an understanding of applying geospatial technology to become an integral part of Esri’s Vienna 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 local 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 large, complex organizations. Create new opportunities within high-level accounts and deepen relationships. Participate in and present at trade shows, workshops, and seminars.
• Understand our customers. Demonstrate advanced industry knowledge and its relevance to the application of GIS. Identify key stakeholders and business drivers within organizations and gain access to executive, enterprise-level decision makers. Understand complex customer budgeting and acquisition processes.
• Learn and grow. Clearly articulate the strength and value of Esri technology as it relates to local government. Consistently conduct research and pursue professional development to ensure competitive knowledge. Use your innovative whiteboarding and presentation skills to support visual storytelling.
• Deliver results. Proactively execute the account management and sales processes for all opportunities in order to meet revenue goals. Continually evaluate work in terms of its contribution to meeting customer needs.
• Collaborate with others. Lead account strategies by consistently collaborating with teams across Esri and Esri business partners. Actively share knowledge and support/mentor team members. Be motivated and resourceful and take initiative to resolve issues.

Requirements

• 5+ years of enterprise sales and/or relevant consulting or program management experience.
• Experience managing the sales cycle, creating partnerships, and establishing yourself as a trusted advisor with large customers.
• Possess financial and business acumen to build compelling account growth strategies.
• Advanced knowledge of local government and new technology trends and the ability to translate this into complex solutions for customers.
• Understanding of GIS, Esri technology, and local government as they relate to one another.
• Expert visual storyteller and negotiator across all levels of an organization.
• Knowledge of industry fiscal year, budgeting, and procurement cycles.
• Ability to travel domestically or internationally 25-50%.
• Bachelor’s in GIS, business administration, 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

• General knowledge of data science or spatial analysis and how it is used for problem solving and uncovering patterns and trends within organizations.
• Master’s in GIS, business administration, or a related field.

Benefits

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.

The base salary range for this role is $114,400 — $218,400 USD.

Company

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!

Questions about our interview process? We have answers.

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.