Sr. Federal Account Manager- Army

As a Sr. Federal Account Manager- Army at Esri, your primary responsibilities involve building and nurturing relationships with key government clients, understanding their unique requirements, and developing tailored strategies to meet their needs. You will engage with high-level stakeholders, manage the sales process for various opportunities, and collaborate with cross-functional teams to deliver impactful solutions in the C4ISR domain.

Esri requires at least 8 years of experience in enterprise sales or relevant consulting roles, along with 5 years of experience supporting the federal government. A Bachelor’s degree in GIS, business administration, or a related field is essential. Insight into GIS technology and the defense industry, excellent negotiation skills, and a background in managing complex sales cycles are also vital for this position.

At Esri, we prioritize professional development and continuous learning for our Sr. Federal Account Managers. You will have access to training resources, mentorship programs, and opportunities to attend industry workshops and seminars. Our culture encourages collaboration and knowledge sharing, enabling you to refine your skills while contributing to impactful projects.

Esri fosters a collaborative and inclusive work environment for its employees. As a Sr. Federal Account Manager- Army, you’ll work alongside talented professionals who are passionate about using GIS technology to create positive change. We believe in a supportive culture that values diversity, creativity, and innovation, allowing you to do your best work.

The Sr. Federal Account Manager- Army position at Esri entails a travel commitment of approximately 25-50%. This travel is primarily for client engagements, industry events, and workshops, ensuring you have the opportunity to connect directly with stakeholders while expanding your professional network.

In my experience, building relationships with federal clients requires a deep understanding of their unique challenges and needs. I focus on establishing trust by actively listening to stakeholders, ensuring consistent communication, and demonstrating how our solutions can address their specific requirements.

Certainly! I once managed a complex sales process involving multiple stakeholders where I thoroughly researched each decision-maker's concerns. By tailoring our proposal to align with their specific needs and providing data-driven insights, I ensured that everyone was on board, leading to a successful contract.

My strategy includes conducting thorough research on the client's organization and industry trends. I also engage in active discussions with key stakeholders, asking open-ended questions to gain insights into their pain points and objectives, which enables me to tailor our solutions strategically.

I regularly attend industry conferences, webinars, and training sessions focused on the defense sector. Additionally, I subscribe to relevant publications and networks that discuss emerging technologies and strategic developments in the field, ensuring I remain well-informed and can provide valuable insights to clients.

I have extensive experience with Esri technology and understand its applications within the defense sector. I leverage this knowledge by demonstrating our tools to clients, showing them how GIS technology can provide data visualization and analysis that directly supports their mission objectives.

I once mentored a new team member by guiding them through the sales process. I provided them with insights into client engagement strategies and encouraged them to observe my client meetings, offering feedback. This hands-on approach helped them gain confidence and improved their performance significantly.

I employ a strategic planning approach to set achievable sales goals that align with market opportunities. I break down larger objectives into manageable milestones, continuously evaluate my progress, and adjust my strategies based on performance data and insights from my team.

Handling objections requires a calm and constructive approach. I first listen fully to understand the client's concerns, then address them by providing evidence or case studies that counter their objections. By demonstrating understanding and providing solutions, I often turn objections into opportunities.

I utilize a combination of research and open dialogue to qualify leads, focusing on identifying their specific needs, budget constraints, and decision-making authority. This thorough qualification process ensures that I prioritize high-potential leads that align with our goals.

I am passionate about the impactful work Esri does in the GIS space, particularly in the defense sector. I admire Esri’s commitment to innovation and empowering clients through technology. I believe my experience aligns perfectly with this role and the opportunity to contribute to meaningful change really excites me.