Esri
Federal Account Manager - Defense Intelligence Agency (DIA)
Esri, Vienna, Virginia, United States, 22184
OverviewWe invite you to bring your experience and passion for the Intelligence Community 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.ResponsibilitiesBuild 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 the Intelligence Community. 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.
Requirements5+ years of enterprise sales and/or relevant consulting or program management experienceExperience creating partnerships, and establishing yourself as a trusted advisor with customersUnderstanding of account management, account planning and opportunity strategy creationDemonstrated knowledge of the Intelligence Community and new technology trends and the ability to translate this into solutions for customersAble to negotiate, present, and support visual storytelling across all levels of an organizationAbility to travel domestically or internationally 25-50%Bachelor's in GIS, business administration, or a related fieldUS citizenship and ability and willingness to obtain a security clearance
Recommended QualificationsUnderstanding of GIS, Esri technology, and their use within the Intelligence Community as they relate to one anotherExperience managing the sales cycleGeneral knowledge of data science or spatial analysis and how it is used for problem solving and uncovering patterns and trends within organizationsKnowledge of industry fiscal year, budgeting, and procurement cyclesMaster's in GIS, business administration, or a related field
Questions about our interview process?
We have answers
.#LI-EC1Total RewardsEsri'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 $104,000—$187,200 USD
The CompanyAt 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. For more information on Esri's Racial Equity and Social Justice initiatives, please visit our website here.If you don't meet all of the preferred qualifications for this position, we encourage you to still apply!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 askcareers@esri.com 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.Esri Privacy Esri takes our responsibility to protect your privacy seriously. We are committed to respecting your privacy by providing transparency in how we acquire and use your information, giving you control of your information and preferences, and holding ourselves to the highest national and international standards, including CCPA and GDPR compliance.
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 the Intelligence Community. 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.
Requirements5+ years of enterprise sales and/or relevant consulting or program management experienceExperience creating partnerships, and establishing yourself as a trusted advisor with customersUnderstanding of account management, account planning and opportunity strategy creationDemonstrated knowledge of the Intelligence Community and new technology trends and the ability to translate this into solutions for customersAble to negotiate, present, and support visual storytelling across all levels of an organizationAbility to travel domestically or internationally 25-50%Bachelor's in GIS, business administration, or a related fieldUS citizenship and ability and willingness to obtain a security clearance
Recommended QualificationsUnderstanding of GIS, Esri technology, and their use within the Intelligence Community as they relate to one anotherExperience managing the sales cycleGeneral knowledge of data science or spatial analysis and how it is used for problem solving and uncovering patterns and trends within organizationsKnowledge of industry fiscal year, budgeting, and procurement cyclesMaster's in GIS, business administration, or a related field
Questions about our interview process?
We have answers
.#LI-EC1Total RewardsEsri'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 $104,000—$187,200 USD
The CompanyAt 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. For more information on Esri's Racial Equity and Social Justice initiatives, please visit our website here.If you don't meet all of the preferred qualifications for this position, we encourage you to still apply!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 askcareers@esri.com 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.Esri Privacy Esri takes our responsibility to protect your privacy seriously. We are committed to respecting your privacy by providing transparency in how we acquire and use your information, giving you control of your information and preferences, and holding ourselves to the highest national and international standards, including CCPA and GDPR compliance.