Sr. Federal Account Manager – Marine Corps

Overview

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 United States Marine Corps (USMC) 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 USMC Command and Control. 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 the federal government industry, USMC Mission Command (C2) community, and new technology trends; and the ability to translate this into solutions for customers
• Understanding of GIS, Esri technology, and US Defense 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
• 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

• 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 in GIS, business administration, or a related field

Questions about our interview process? We have answers.

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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.