Esri
Account Manager - Public Sector
Esri, Vienna, Virginia, United States, 22184
OverviewWant 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.ResponsibilitiesDeliver 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.
Requirements5+ years of enterprise sales and/or relevant consulting or program management experience3+ years of experience working in or supporting the federal government/public sectorExperience creating partnerships, and establishing yourself as a trusted advisor with customersUnderstanding and execution of the sales process, account management, account planning and opportunity strategy creationDemonstrated knowledge of enterprise systems 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 agencyAbility to travel domestically 25-50%Bachelor's in business administration, GIS, environmental/earth, social and/or health science, or a related fieldVisa sponsorship is not available for this posting. Applicants must be authorized to work for any employer in the U.S.
Recommended QualificationsUnderstanding of GIS, Esri technology, and environmental and earth sciences as they relate to one anotherUnderstanding of environmental, earth and, health sciencesGeneral knowledge of data science or spatial analysis and how it is used for problem solving and uncovering patterns and trends within organizationsKnowledge of public sector fiscal year, budgeting, and procurement cyclesMaster's in business administration, GIS, environmental/earth, social and/or health science, or a related field
Questions about our interview process?
We have answers
.#LI-LM1Total 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.
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.
Requirements5+ years of enterprise sales and/or relevant consulting or program management experience3+ years of experience working in or supporting the federal government/public sectorExperience creating partnerships, and establishing yourself as a trusted advisor with customersUnderstanding and execution of the sales process, account management, account planning and opportunity strategy creationDemonstrated knowledge of enterprise systems 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 agencyAbility to travel domestically 25-50%Bachelor's in business administration, GIS, environmental/earth, social and/or health science, or a related fieldVisa sponsorship is not available for this posting. Applicants must be authorized to work for any employer in the U.S.
Recommended QualificationsUnderstanding of GIS, Esri technology, and environmental and earth sciences as they relate to one anotherUnderstanding of environmental, earth and, health sciencesGeneral knowledge of data science or spatial analysis and how it is used for problem solving and uncovering patterns and trends within organizationsKnowledge of public sector fiscal year, budgeting, and procurement cyclesMaster's in business administration, GIS, environmental/earth, social and/or health science, or a related field
Questions about our interview process?
We have answers
.#LI-LM1Total 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.