Account Manager - Public Safety

Washington, DC
Jul 17, 2017
Jul 17, 2017
Full Time
Overview: As a member of the Business Development Division, you will work collaboratively with an account team to sell and promote adoption of Esri's ArcGIS platform within Federal Public Safety organizations. As part of an account team, you will be responsible for facilitating the development and execution of a set of strategies for a defined portfolio of accounts. When executing these strategies, you will utilize your experience in enterprise sales to help customers leverage geospatial information and technology to achieve their business goals. Responsibilities:Prospect and develop opportunities to partner with key stakeholders to envision, develop, and implement a location strategy for their organizationClearly articulate the strength and value proposition of the ArcGIS platformDevelop and maintain a healthy pipeline of opportunities for business growthDemonstrate a thoughtful understanding of insightful Public Safety knowledge and how GIS applies to initiatives, trends, and triggers Understand the key mission drivers within an organization and identify key business stakeholdersUnderstand your customers' budgeting and acquisition processesSuccessfully execute the account management process including account prioritization, account resourcing, and account planning Successfully execute the sales process for all opportunitiesLeverage and lead an account team consisting of sales and other cross-divisional resources to define and execute an account strategy Effectively utilize and leverage the CRM to manage opportunities and drive the buying processPursue professional and personal development to ensure competitive knowledge of the Public Safety industryLeverage social media to successfully prospect and build a professional network Participate in trade shows, workshops, and seminars (as required) Support visual story telling through effective whiteboard sessionsBe resourceful and take initiative to resolve issues Requirements: Five or more years of enterprise sales experience providing platform solutions to Public Safety agenciesDemonstrated experience managing the sales cycle including prospecting, proposing, and closingAbility to adapt to new technology trends and translate them into solutions that address Public Safety needsDemonstrated experience with strong partnerships and advocacy with Public Safety customersExcellent presentation, whiteboarding, and negotiation skills including good listening, probing, and qualification abilitiesDemonstrated understanding and mitigation of competitive threatsExcellent written and verbal communication and interpersonal skillsAbility to manage and prioritize your activitiesDemonstrated experience to lead executive engagements to provide services and sell to the Public Safety industryKnowledge of the Federal Public Safety industry fiscal year, budgeting, and procurement cycleHighly motivated team player with a mature, positive attitude and passion to meet the challenges and opportunities of Public Safety agenciesAbility to travel domestically and/or internationally up to 50%US citizenship and ability and willingness to obtain a security clearanceBachelor's or master's in GIS, business administration, or a related field, or equivalent work experience, depending on position levelRecommended Qualifications:Understanding of the ArcGIS platform and how it relates to the Public Safety industryExperience working with the Public Safety industryExperience working with GISGeneral knowledge of spatial analysis and how it is used for problem solving and mission support for Public Safety agenciesResults oriented; ability to write and craft smart, attainable, realistic, time-driven goal with clear lead indicators#LI-DNP The Company: Our passion for improving quality of life through geography is at the heart of everything we do. Esri's geographic information system (GIS) technology inspires and enables governments, universities, and businesses worldwide to save money, lives, and our environment through a deeper understanding of the changing world around them. Carefully managed growth and zero debt give Esri stability that is uncommon in today's volatile business world. Privately held, we offer exceptional benefits, competitive salaries, 401(k) and profit-sharing programs, opportunities for personal and professional growth, and much more. Esri is an equal opportunity employer (EOE) and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability status, protected veteran status, or any other characteristic protected by law.