Federal Account Manager - Defense Installations & Environment

Esri

Vienna, Virginia

Full Time

Posted June 18, 2026

$104k - $187k

Power Generation

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Job Description

We invite you to bring your experience and passion for defense, military installation, and environmental mission organizations, coupled with an understanding of applying geospatial technology, to become an integral part of Esri’s national government account team.

Key Responsibilities

Build relationships. Prospect, develop, and implement location strategies for organizations. Maintain a healthy pipeline of business growth opportunities for new and existing customers. Leverage social media and other avenues to build your professional network. Participate and present at trade shows, workshops, and seminars.
Understand our customers. Demonstrate industry knowledge and its relevance to the application of GIS. Identify key stakeholders and business drivers for an organization. Understand customer budgeting and acquisition processes. Use solution selling skills to understand the needs and business challenges of customers.
Learn and grow. Clearly articulate the strength and value of Esri technology as it relates to defense, military installation, and environmental mission organizations. Consistently conduct research and pursue professional development to anticipate customer needs and trends that may impact them.
Deliver results. Successfully execute the account management and sales processes for all opportunities. Use whiteboard sessions and other techniques to support visual storytelling and propose solutions that best meet the need of the customer.
Collaborate with others. Leverage your domain knowledge when working with teams across Esri to define and execute account strategies. Be motivated and resourceful and take initiative to resolve issues.

Requirements

5+ years of enterprise sales and/or relevant consulting or program management experience
3+ years of experience working in or supporting the federal government
Experience creating partnerships, and establishing yourself as a trusted advisor with customers
Understanding of account management, account planning and opportunity strategy creation
Demonstrated knowledge of the federal government industry and new technology trends and the ability to translate this into solutions for customers
Able to negotiate, present, and support visual storytelling across all levels of an organization
Ability to travel domestically or internationally 25-50%
Bachelor’s degree in GIS, business administration, or a related field
Applicants must be a US Citizen, undergo a background investigation, and obtain/maintain security clearance eligibility requirements for a Secret, Top Secret (TS), TS/SCI, or TS/SCI with polygraph
Understanding of GIS, Esri technology, and defense, military installation, and environmental mission organizations as they relate to one another
Experience managing the sales cycle
General knowledge of data science or spatial analysis and how it is used for problem solving and uncovering patterns and trends within organizations
Knowledge of industry fiscal year, budgeting, and procurement cycles
Master’s degree in GIS, business administration, or a related field

Benefits & Perks

Esri’s competitive total rewards strategy includes industry-leading health and welfare 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, and opportunities for personal and professional growth. Base salary is one component of our total rewards strategy. Compensation decisions and the base range for this role take into account many factors including but not limited to skill sets; experience and training; licensure and certifications; and other business and organizational needs.
A reasonable estimate of the base salary range is
$104,000
—
$187,200 USD