Sr. GIS Account Manager – Utilities, Telecom, Rail

NextGenEnergyJobs; Philadelphia (Philadelphia County); On-site; USD 120,000 - 180,000; Full time

Job summary

Esri is seeking an experienced Enterprise Account Manager to drive revenue in the infrastructure vertical. You will build relationships, understand customer business drivers, and present GIS-based solutions to executives.

You will lead strategies across teams, manage the full sales cycle, and travel domestically or internationally 25-50%. A strong background in GIS, Esri technology, and complex solution selling is required.

Qualifications

• 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 GIS and Esri technology and the ability to translate this into complex solutions for customers.
• Understanding of GIS, Esri technology, and electric, gas, telecom, or rails industries as they relate to one another.
• Visa sponsorship is not available for this posting. Applicants must be authorized to work for any employer in the U.S.

Responsibilities

• Build relationships with large, complex organizations and develop location strategies.
• Understand customers and access executive decision makers.
• Present and communicate Esri value through storytelling.
• Deliver revenue by managing opportunities and tracking outcomes.
• Collaborate across Esri and partners to drive account strategies.

Skills

Enterprise sales

Executive access/build relationships

GIS knowledge

Account growth strategy

Negotiation

Public speaking/presentations

Travel willingness

Education

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

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

Tools

Esri GIS software

Job description

We invite you to bring your experience and passion for the infrastructure industry coupled with an understanding of applying geospatial technology to become an integral part of Esri’s Infrastructure account team.

Key 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 the infrastructure industry. 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 GIS and new technology trends and the ability to translate this into complex solutions for customers
• Understanding of GIS, Esri technology, and electric, gas, telecom, or rails industries 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 degree in GIS, surveying, engineering, 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.
• 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 degree 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