Account Manager - Utilities

Salary depends on experience
Posted on 11/15/17
Minneapolis, MN
5 - 7 years experience
IT Consulting/Services
Salary depends on experience
Posted on 11/15/17

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
  • Develop and maintain a healthy pipeline of opportunities for business growth
  • Demonstrate a thoughtful understanding of insightful 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 state government
  • 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 take initiative to resolve issues

Requirements

  • Five or more years of enterprise salesexperience providing platform solutions to businesses
  • Demonstrated experience managing the sales cycle including prospecting, proposing, and closing
  • 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, whiteboarding, 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 city, county, or state government
  • Knowledge of the government 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, business administration, or a related field, or equivalent work experience, depending on position level 

Recommended Qualifications

  • Understanding of the ArcGIS platform and how it relates to city, county, or state government
  • Experience working with city, county, or state government
  • Experience working with GIS
  • General knowledge of spatial analysis and how it is used for problem solving
  • Results oriented; ability to write and craft smart, attainable, realistic, time-driven goals with clear lead indicators
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