Sr. Account Manager (Infrastructure)

Company Overview: Esri is the global leader in geographic information system (GIS) software, location intelligence, and digital mapping. The ArcGIS platform enables organizations around the world to apply geographic science and spatial analytics to better understand complex systems and solve real-world challenges. More than 700,000 organizations rely on ArcGIS, including 70% of the largest global companies, national governments, all 50 U.S. states, and thousands of commercial enterprises. Esri remains privately held and committed to long-term, sustainable growth. Overview: We invite you to bring your experience and passion for the infrastructure industry coupled with an understanding of applying geospatial technology to become an integral part of Esri’s Infrastructure account team. We’re looking for an individual who is customer oriented and a collaborative team player who enjoys identifying and implementing strategies that will radically improve the challenges organizations face. You’ll work closely with a team that helps their new and existing electric, gas, telecom, and rail customers optimize and expand adoption of Esri technology, identify new areas of growth, and deliver expertise that helps deliver on their mission. 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 their 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 infrastructure 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: 5+ years of enterprise sales and/or relevant consulting or program management experience 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 GIS and new technology trends and the ability to translate this into complex solutions for customers Understanding of GIS, Esri technology, and electric, gas, telecom, or rails industries as they relate to one another Expert visual storyteller and negotiator across all levels of an organization Knowledge of industry fiscal year, budgeting, and procurement cycles Ability to travel domestically or internationally 25-50% Bachelor’s degree in GIS, surveying, engineering, business administration, or a related field Visa sponsorship is not available for this posting. Applicants must be authorized to work for any employer in the U.S. 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 degree in GIS, business administration, or a related field Compensation The base pay range for this role is $114,400 – $218,400 per year.