Senior Account Manager - AEC

Summary

Join Esri's AEC account team and leverage your experience in Architecture, Engineering, and Construction (AEC) coupled with geospatial technology expertise. You will collaborate with a team to help new and existing AEC customers optimize and expand their use of Esri technology, identify growth opportunities, and deliver expert solutions. Responsibilities include building relationships with large organizations, understanding customer needs, showcasing Esri technology's value, delivering results to meet revenue goals, and collaborating with internal and external teams. The role requires extensive experience in enterprise sales or consulting, a deep understanding of the AEC industry and GIS technology, and strong communication and presentation skills. Esri offers a competitive total rewards package including comprehensive health and welfare benefits, retirement plans, paid time off, and opportunities for professional growth.

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 the AEC industry, new technology trends and the ability to translate this into complex solutions for customers
• Understanding of GIS, Esri technology, and the AEC industry 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, 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

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 our 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 AEC 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

Preferred 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 in GIS, business administration, or a related field

Benefits

• Medical, dental, vision, basic and supplemental life insurance for employees (and their families)
• 401(k) and profit-sharing programs
• Minimum accrual of 80 hours of vacation leave
• Twelve paid holidays throughout the calendar year
• Opportunities for personal and professional growth