Sr. Account Manager - Utilities, Telecom, Rail

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 in GIS, surveying, engineering, business administration, or a related field

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 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 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 innovative whiteboarding and presentation skills to support visual storytelling 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 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