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Account Manager - Education

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POST DATE 9/9/2016
END DATE 12/3/2016

ESRI Philadelphia, PA

Philadelphia, PA
AJE Ref #
Job Classification
Full Time
Job Type
Company Ref #
Mid-Career (2 - 15 years)
Bachelors Degree


More information about this job:


As a member of the Business Development Division, you will work collaboratively with teams across the company to sell and promote effective use of Esri s ArcGIS platform within educational institutions. As a key member of the education sector team, you will help facilitate new sales and education license renewals as well as support education account administrators and education users.


Facilitate new sales and education license renewals

* Identify and pursue opportunities to up-sell lab kit (departmental) licenses to site (enterprise) licenses

* Coordinate with education manager and telebusiness reps to assure follow-up on incoming leads

* Brief team lead periodically on sales performance and opportunities

* Review incoming education-related proposals and recommend further action as appropriate

* Contribute to minimum 5% annual revenue growth

Support education account administrators

* Effectively communicate benefits of enterprise and departmental license agreements

* Encourage them to communicate with key users at their institutions

* Advise them on best practices in enterprise license cost sharing

* Maintain list of current enterprise license administrators and key contacts

Support education users

* Identify influential users in key enterprise license accounts

* Identify and cultivate champions in new disciplines across campus

* Document and promote successful and innovative education users through social media

* Serve as a formal and informal advisor to select academic programs

* Communicate persuasively for the advantages and complementarity of Esri technology in relation to competitive offerings

* Promote Esri educational offerings such as MOOCs, SpatiaLABS, and GeoInquiries for schools

* Promote broader and deeper usage of ArcGIS in higher education and schools

* Represent education sector team at select trade shows and professional conferences

Support team objectives and colleagues

* Help improve customer records to support better-informed strategy and build a more cohesive user community

* Promote and support team use of Salesforce and related business technologies

* Ensure personal professional development

* Take initiative in seeking out and completing professional development opportunities that increase your value to your customers, your team, and Esri


* Five or more years of enterprise sales experience providing platform solutions to businesses

* Demonstrated experience in 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

* Demonstrated understanding and mitigation of competitive threats

* Excellent written and verbal communication and interpersonal skills

* Ability to manage and prioritize your activities

* Demonstrated understanding of and effectiveness within the academic culture

* Knowledge of the education industry sector 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

* 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 the instruction, research, and academic administration in higher education and schools

* Experience working within educational institutions

* Familiarity with and/or 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



Our passion for improving quality of life through geography is at the heart of everything we do. Esri s geographic information system (GIS) technology inspires and enables governments, universities, and businesses worldwide to save money, lives, and our environment through a deeper understanding of the changing world around them.

Carefully managed growth and zero debt give Esri stability that is uncommon in today's volatile business world. Privately held, we offer exceptional benefits, competitive salaries, 401(k) and profit-sharing programs, opportunities for personal and professional growth, and much more.

Esri is an equal opportunity employer (EOE) and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability status, protected veteran status, or any other characteristic protected by law.

Additional Benefits

Tuition Reimbursement and fabulous work environment