Account Manager - EPA

Esri - Vienna, VA3.8

Full-timeEstimated: $95,000 - $130,000 a year
At Esri, our account managers are part of a highly-skilled team that promotes and sells the adoption of the ArcGIS platform. We invite you to use your passion for the sciences industry and experience with geospatial technology to become an integral part of the national government sciences account team, supporting the EPA. We’re looking for individuals who are customer oriented and collaborative team players who enjoy identifying and implementing strategies that will radically improve the challenges these agencies face. You’ll work closely with a team that helps our customers apply geospatial science and analysis to find unique patterns, trends, and solutions hidden within complex scientific and business problems.

Deliver results. Define and successfully execute a strategic account plan, deliver on targeted revenue goals, and leverage key sales processes for all opportunities. Maintain a healthy pipeline of growth opportunities.
Understand our customers. Demonstrate industry knowledge and its relevance to the application of GIS. Identify key stakeholders and business drivers for the EPA. Understand customer budgeting and acquisition processes.
Build relationships. Prospect, develop, and implement location strategies for the EPA. Leverage social media to build your professional network. Participate in trade shows, workshops, and seminars.
Be an expert. Clearly articulate, through written proposals and in-person encounters, the strength and value of the ArcGIS platform as it relates to the EPA and the sciences industry. Pursue professional and personal development to ensure competitive knowledge.
Collaborate with your team. Leverage your domain knowledge when working with cross-divisional teams to define and execute account strategies. Be motivated, creative, and resourceful and take initiative to resolve issues.
5+ years of enterprise sales experience providing platform solutions to businesses
Experience managing the sales cycle, creating partnerships, and establishing advocacy with customers
Ability to effectively translate knowledge of the EPA and new technology trends into real solutions for customers
Able to negotiate, present, and support visual storytelling across all levels of the organization
Knowledge of the national government fiscal year, budgeting, and procurement cycles
Experience with needs-satisfaction selling methodologies, including understanding and mitigating risks
Ability to travel domestically up to 30%
Bachelor’s or master’s in GIS, geography, business administration, or a related field, or equivalent work experience
Experience working directly with the EPA
Understanding of GIS, the ArcGIS platform, and the EPA as they relate to one another
General knowledge of spatial analysis and how it is used for problem solving
Knowledge of the EPA’s budgeting and procurement cycles