Sales Team Lead - US Navy & Marine Corps

Overview

At Esri, our Defense team is helping the United States military modernize operations, accelerate decision-making, and enable mission success through enterprise geospatial technology. We are looking for a collaborative and results-driven Sales Team Lead to guide our US Navy and Marine Corps account management efforts as we continue to expand our impact.

In this role, you will lead a team responsible for developing and executing strategies across the Department of the Navy, including Navy headquarters, systems commands, fleets, warfare centers, installations, Marine Corps organizations, and supporting commands. You will coach and develop high-performing account managers, drive strategic account planning, accelerate enterprise agreement growth, and build strong relationships with senior military, civilian, and industry leaders.

At Esri, we are committed to helping our customers solve complex challenges through geography. This is a place where you can do your best work while supporting some of the nation's most important missions.

Responsibilities

• Empower your team. Manage the sales activities of your team by strategically leading all stages of the account management process. Mentor and coach your team supporting U.S. Navy and Marine Corps customers through active coaching, clear direction, and regular feedback. Establish and support sales objectives, account planning efforts, and cultivate a collaborative environment that drives results and customer success.
• Build relationships. Prospect, develop, and implement location strategies for large, complex defense organizations. Build relationships with senior military leaders, civilian executives, program managers, and strategic partners. Create and lead opportunities within high-level lines of business and represent Esri at customer engagements, industry events, workshops, and seminars
• Understand our customers. Use your advanced knowledge of the Navy and Marine Corps and their mission priorities to clearly articulate the value of Esri technology. Understand customer budgeting, acquisition, and modernization initiatives. Identify key stakeholders across organizations and gain access to executive and enterprise-level decision makers to align business strategies with customer goals.
• Be an expert. Demonstrate expert knowledge of ArcGIS and its value propositions within the defense community. Communicate how geospatial technology supports mission readiness, operational effectiveness, and decision-making. Continuously pursue professional development and maintain competitive knowledge of industry trends, customer challenges, and emerging technologies. Expertly plan and prepare negotiations with customers.
• Deliver Results. Successfully execute the sales cycle to close new opportunities to achieve sector goals. Support pipeline development, strategic account growth, and broader adoption of Esri technology across Navy and Marine Corps organizations. Work creatively to develop solutions that help customers achieve their objectives while maintaining disciplined opportunity management and forecasting practices. Use innovative communication and presentation skills to support customer engagement and business outcomes.

Requirements

• 8+ years of enterprise sales and/or relevant consulting or program management experience
• 3+ years of experience mentoring, motivating, and coaching on a team
• Ability to build compelling account growth strategies
• Advanced knowledge of the Department of Defense, Department of the Navy, or related government organizations and the ability to translate customer challenges into complex business solutions. Deep understanding of GIS and Esri technology
• Expert visual storyteller and negotiator across all levels of an organization
• Knowledge of government budgeting, procurement, and acquisition cycles
• Ability to travel domestically or internationally up to 50%
• Bachelor's degree in business, geography, GIS, information technology, engineering, military studies, 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

Recommended Qualifications

• Experience working with defense contractors, systems integrators, or government partners
• Knowledge of data science or spatial analysis and how it is used for problem solving and uncovering patterns and trends within organizations
• Master's degree in business, geography, GIS, information technology, engineering, military studies, or a related field

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