Principal Account Manager

Overview

We invite you to bring your experience and passion for the natural resources industries coupled with an understanding of applying geospatial technology to become an integral part of Esri’s account team. We’re looking for individuals who are customer-oriented and collaborative team players who enjoy identifying and implementing strategies that will radically improve the challenges organizations face. You’ll work closely with a team that helps our new and existing customers optimize and expand adoption of Esri technology, identify new areas of growth, and share expertise that helps deliver on their mission.

At Esri, we are committed to our customers and their success. It is a place for you to do your best work and partner with our customers amid a supportive culture that encourages creativity, collaboration, and passion.

Responsibilities

• Lead strategic relationships. Develop and maintain executive-level relationships across strategic accounts, including C-suite and senior decision-makers. Guide organizations toward business transformation by aligning Esri’s capabilities with their most critical priorities.

• Drive Account Strategy. Create and execute holistic account strategies rooted in business value realization. Set long-term goals, navigate complex procurement cycles, and align Esri resources to maximize growth, retention, and customer satisfaction.

• Influence Industry Engagement. Act as a recognized expert in your industry segment. Lead high-level discussions on emerging trends, technology innovation, and how GIS can create lasting impact. Represent Esri at key industry events, professional forums, and executive briefings.

• Deliver results. Demonstrate a consistent track record of revenue growth, strategic wins, and customer success. Apply advanced consultative selling techniques and take the lead in complex contract negotiations and deal structuring.

• Mentor and Influence. Serve as a trusted internal advisor. Mentor account team members and contribute to Esri’s account management and solution selling best practices. Lead by example in resolving high-priority customer issues and influencing cross-functional decisions.

• Collaborate with others. Partner with product, industry, marketing, and technical teams to develop tailored solutions and drive coordinated execution across the enterprise. Help shape internal processes and influence product and go-to-market strategies based on customer needs.

Requirements

• 12+ years of enterprise sales and/or relevant consulting or program management experience

• Proven success in managing strategic accounts with complex decision-making processes and multiple stakeholders, including C-level engagement

• Demonstrated ability to develop and execute long-term account strategies that result in sustained revenue growth and business transformation

• Advanced understanding of GIS, Esri technology, and its strategic application across the natural resources industries

• Expert in solution selling, competitive positioning, and navigating complex negotiations

• Trusted advisor with the business acumen to shape and influence executive-level thinking

• Experience contributing to the development of organizational best practices in account management or solution selling

• Ability to travel domestically or internationally 25-50%

• Bachelor’s degree in GIS, business administration, or a related field

• Visa sponsorship is not available for this posting. Applicants must be authorized to work for any employer in the U.S.

Recommended Qualifications

• General 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 GIS, business administration, or a related field

• Active participation in relevant industry or professional associations

Questions about our interview process? We have answers.

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Total Rewards

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
$187,200—$332,800 USD

The Company

At Esri, diversity is more than just a word on a map. When employees of different experiences, perspectives, backgrounds, and cultures come together, we are more innovative and ultimately a better place to work. We believe in having a diverse workforce that is unified under our mission of creating positive global change. We understand that diversity, equity, and inclusion is not a destination but an ongoing process. We are committed to the continuation of learning, growing, and changing our workplace so every employee can contribute to their life’s best work. Our commitment to these principles extends to the global communities we serve by creating positive change with GIS technology. For more information on Esri’s Racial Equity and Social Justice initiatives, please visit our website here.

If you don’t meet all of the preferred qualifications for this position, we encourage you to still apply!

Esri is an equal opportunity employer (EOE) and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability status, protected veteran status, or any other characteristic protected by law. If you need reasonable accommodation for any part of the employment process, please email [email protected] and let us know the nature of your request and your contact information. Please note that only those inquiries concerning a request for reasonable accommodation will be responded to from this e-mail address.

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