Account Manager-Navy

Esri   •  

Vienna, VA

Industry: Technology


5 - 7 years

Posted 28 days ago


  • Build relationships. Prospect, develop, and implement location strategies for US Navy organizations. Maintain a healthy pipeline of business growth opportunities. Leverage social media to build your professional network. Participate in trade shows, workshops, and seminars.
  • Understand our customers. Demonstrate US Navy knowledge and its relevance to the application of GIS. Identify key stakeholders and business drivers for key US Navy organizations. Understand DoD budgeting and acquisition processes.
  • Be an expert. Clearly articulate the strength and value of the ArcGIS platform as it relates to the defense industry. Pursue professional and personal development to ensure competitive knowledge.
  • Deliver results. Successfully execute the account management and sales processes for all opportunities. Establish time-driven goals that are attainable and realistic with clear indicators.
  • Collaborate with your team. Leverage your domain knowledge when working with cross-divisional teams to define and execute account strategies. Be motivated and resourceful and take initiative to resolve issues. Be creative in your ability to communicate successfully with non-Navy team members.


  • 5+ years of enterprise sales experience providing platform solutions to businesses or 10+ years in leadership positions in US Navy organizations
  • Experience in managing the sales cycle, creating partnerships, and establishing advocacy with customers
  • Ability to effectively translate knowledge of the defense industry and new technology trends into real solutions for US Navy customers
  • Able to negotiate, present, and support visual storytelling across all levels of the organization
  • Experience with the Joint Capabilities Integration and Development System (JCIDS) process
  • Knowledge of the defense industry's fiscal year, budgeting, and procurement cycles
  • Experience with insight selling methodologies, including understanding and mitigating threats
  • Ability to travel domestically up to 50%
  • US citizenship and ability and willingness to obtain a security clearance
  • Bachelor's or master's in GIS, geography, business administration, or a related field, or equivalent work experience

Recommended Qualifications

  • Understanding of GIS, the ArcGIS platform, and the defense industry as they relate to one another
  • General knowledge of spatial analysis and how it is used for problem solving
  • Experience working directly with the US Navy
  • Knowledge of the US Navy's budgeting and procurement cycles
  • Familiarity with the US Navy's Information Warfare community, including Office of Naval Intelligence (ONI), Commander, Naval Meteorology and Oceanography Command (CNMOC), Naval Expeditionary Intelligence