Overview

We invite you to use your deep understanding of the C4ISR industry and experience with geospatial technology to become an integral part of Esri’s defense account team. We’re looking for an individual who is customer oriented and a collaborative team player who enjoys identifying and implementing strategies to deliver solutions that satisfy C4ISR requirements. You’ll work closely with a team that helps our new and existing defense 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 large, complex organizations. Create new opportunities within high-level accounts and deepen relationships. Participate in and present at trade shows, workshops, and seminars.
Understand our customers. Demonstrate advanced industry knowledge and its relevance to the application of GIS. Identify key stakeholders and business drivers within organizations and gain access to executive, enterprise-level decision makers. Understand complex customer budgeting and acquisition processes.
Learn and grow. Clearly articulate the strength and value of Esri technology as it relates to the defense industry. Consistently conduct research and pursue professional development to ensure competitive knowledge. Use your innovative whiteboarding and presentation skills to support visual storytelling.
Deliver results. Proactively execute the account management and sales processes for all opportunities in order to meet revenue goals. Continually evaluate work in terms of its contribution to meeting customer needs.
Collaborate with others. Lead account strategies by consistently collaborating with teams across Esri and Esri business partners. Actively share knowledge and support/mentor team members. Be motivated and resourceful and take initiative to resolve issues.

Requirements

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 managing the sales cycle, creating partnerships, and establishing yourself as a trusted advisor with large customers
Possess financial and business acumen to build compelling account growth strategies
Advanced knowledge of the defense industry and new technology trends and the ability to translate this into complex solutions for customers
Understanding of GIS, Esri technology, and the defense industry as they relate to one another
Expert visual storyteller and negotiator across all levels of an organization
Knowledge of the defense industry’s fiscal year, budgeting, and procurement cycles
Ability to travel domestically or internationally 25-50% of the time
Bachelor’s in GIS, business administration, or a related field
US citizenship and ability and willingness to obtain a security clearance

Recommended Qualifications

General knowledge of data science or spatial analysis and how it is used for problem solving and uncovering patterns and trends within organizations
Master’s in GIS, business administration, or a related field

Questions about our interview process? We have answers.

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Total Rewards

Esri’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

$141,440—$249,600 USD

The Company

At 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 [email protected] 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.

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