Overview

We invite you to bring your experience and passion for the work of the federal government 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. The ideal candidate will not be afraid to take a bold approach to existing customers and deliver on new creative lines of business. You’ll work closely with a team that helps our new and existing national government and FFRDC 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 organizations. Maintain a healthy pipeline of business growth opportunities for new and existing customers. Build your professional network by participating in and presenting 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 and help them grow in new directions.
• Learn and grow. Clearly articulate the strength and value of Esri technology as it relates to the work of the federal government. 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. Lead cross-sector collaborations that require input from multiple account teams to discover new opportunities. Be motivated and resourceful and take initiative to resolve issues.

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
• Experience creating partnerships and establishing yourself as a trusted advisor with customers
• Understanding of account management, account planning and opportunity strategy creation
• Demonstrated knowledge of the federal government industry 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 organization
• Ability to travel domestically or internationally 25-50% of the time
• Bachelor’s degree in GIS, business administration, public policy, 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.

Recommended Qualifications

• Understanding of GIS, Esri technology, and the work of federal agencies and FFRDCs as they relate to one another
• 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 the federal fiscal year, budgeting, and procurement cycles
• Familiarity with the federal policymaking process
• Master’s degree in GIS, business administration, public policy, or a related field

Questions about our interview process? We have answers.

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