Account Manager - Conservation w/ ESRI

Overview:
As a member of the Nonprofit & Global Organizations Team, you will work collaboratively with an account team in order to sell and promote adoption of Esri’s ArcGIS platform across leading conservation organizations globally. As part of an account team, you will be responsible for facilitating the development and execution of a set of strategies for a portfolio of accounts, which includes conservation organizations, land trusts, heritage and historical preservation programs as well as sustainable agriculture programs. Utilize your experience in large multi-stakeholder conservation and GIS initiatives to help customers leverage geospatial information and technology to achieve their business goals. 

Responsibilities: 

• Prospect and develop opportunities to partner with key stakeholders to envision, develop, and implement a location strategy for their organization
• Clearly articulate the strength and value proposition of the ArcGIS platform for Conservation, Historic Preservation and Sustainable Agriculture.
• Develop and maintain a healthy pipeline of opportunities for business growth
• Demonstrate a thoughtful and insightful understanding of conservation industry knowledge and how GIS applies to initiatives, trends, and triggers 
• Understand the key business drivers within an organization and identify key business stakeholders
• Understand your customers’ budgeting and acquisition processes
• Successfully execute the account management process including account prioritization, account resourcing, and account planning 
• Successfully execute the sales process for all opportunities
• Leverage and lead an account team consisting of sales and other cross-divisional resources to define and execute an account strategy 
• Effectively utilize and leverage the CRM to manage opportunities and drive the buying process
• Pursue professional and personal development to ensure competitive knowledge of the conservation industry
• Leverage social media to successfully prospect and build a professional network 
• Participate in trade shows, workshops, and seminars (as required) 
• Support visual story telling through effective whiteboard sessions
• Be resourceful and takes initiative to resolves issues

Requirements:

• Five or more years of enterprise sales experience providing platform solutions to large muti-stakeholder conservation programs
• Demonstrated experience in managing the sales cycle including prospecting, proposing, and closing or alternatively a program development cycle through grant application, design, planning, execution, monitoring and reporting.
• Ability to adapt to new technology trends and translate them into solutions that address customer needs
• Demonstrated experience with strong partnerships and advocacy with customers
• Excellent presentation, white boarding, and negotiation skills including good listening, probing, and qualification abilities
• Experience executing insight selling methodologies
• Demonstrated understanding and mitigation of competitive threats
• Excellent written and verbal communication and interpersonal skills
• Ability to manage and prioritize your activities
• Demonstrated experience to lead executive engagements to provide services and sell to Conservation industry
• Knowledge of Conservation industry fiscal year, budgeting, and procurement cycle 
• Highly motivated team player with a mature, positive attitude and passion to meet the challenges and opportunities of a business
• Ability to travel domestically and/or internationally up to 50%
• Bachelor’s or master’s in GIS, Conservation, or a related field, or equivalent work experience, depending on position level

 
Recommended Qualifications:

• Understanding of the ArcGIS platform and how it relates to the Conservation industry
• Experience working with Conservation industry
• Experience working with GIS
• Fundamental understanding of Conservation certifications and requirements of Conservation industry
• General knowledge of spatial analysis and problem solving
• Results oriented; ability to write and craft smart, attainable, realistic, time-driven goals with clear lead indicators

The Company:
Our passion for improving quality of life through geography is at the heart of everything we do. Esri’s geographic information system (GIS) technology inspires and enables governments, universities, and businesses worldwide to save money, lives, and our environment through a deeper understanding of the changing world around them.

Carefully managed growth and zero debt give Esri stability that is uncommon in today's volatile business world. Privately held, we offer exceptional benefits, competitive salaries, 401(k) and profit-sharing programs, opportunities for personal and professional growth, and much more.

Learn more and apply online at www.esri.com/careers.

Esri is an equal opportunity employer (EOE) and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability status, protected veteran status, or any other characteristic protected by law.

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