Federal Account Manager - Public Sector

Esri•Vienna, VA

1d•Onsite

About The Position

Want 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.

Requirements

5+ years of enterprise sales and/or relevant consulting or program management experience
3+ years of experience working in or supporting the federal government/public sector
Experience creating partnerships, and establishing yourself as a trusted advisor with customers
Understanding and execution of the sales process, account management, account planning and opportunity strategy creation
Demonstrated knowledge of enterprise systems and new technology trends, and the ability to translate this into solutions for customers
Able to negotiate, present, and support visual storytelling across all levels of an agency
Ability to travel domestically 25-50%
Bachelor’s degree in business administration, GIS, environmental/earth, social and/or health science, 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.

Nice To Haves

Understanding of GIS, Esri technology, and environmental and earth sciences as they relate to one another
Understanding of environmental, earth and, health sciences
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 public sector fiscal year, budgeting, and procurement cycles
Master’s degree in business administration, GIS, environmental/earth, social and/or health science, or a related field

Responsibilities

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.
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.