Sr. Federal Account Manager-Special Operations Forces

8+ years of enterprise sales and/or relevant consulting or program management experience
5+ 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
Ability to negotiate, present, and support visual storytelling across all levels of an organization
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

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.
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.
Clearly articulate the strength and value of Esri technology as it relates to Special Operations.
Consistently conduct research and pursue professional development to anticipate customer needs and trends that may impact them.
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.
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.

Understanding of GIS, Esri technology, Department of Defense and the Special Operations Community 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 industry fiscal year, budgeting, and procurement cycles
Master’s in GIS, business administration, or a related field