Job: Account Manager - Commercial (Western region), GeoSearch, Inc., Remote, CA

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General Information


Job title:
Account Manager - Commercial (Western region)
Job location:
Remote, CA  99999 United States
Vermont, Connecticut, Massachusetts, Maryland, Maine, New Hampshire, New Jersey, New York, Pennsylvania
Requisition code:
1353
Date posted:
11/06/2020
Compensation:
Job category:
Geospatial Sales/Marketing
IT Sales/Marketing
Photogrammetry Sales/Marketing
Remote Sensing Sales/Marketing
Job type:
Full-time
Remote

Job Description


As a member of the Business Development Team, you will work collaboratively to develop business and sell services to Commercial (electric utilities, solar, oil & natural gas, telco, and other) clients across the nation. As part of the account team, you will be responsible for the development and execution of strategies that meet our predicate-sector business development objectives. When executing these strategies you will utilize your professional network and experience to work with existing clients and to identify new clients, in securing new geospatial business opportunities.

Responsibilities

- Establish a network within the Commercial sector (Primarily Electric Utilities, O&G, and Telco) focused on decision-makers in order to develop business focused on geospatial / remote sensing services within that network
- Prospect and develop opportunities to contract/partner with clients who have a need for geospatial and remote sensing solutions
- Clearly articulate the strength and value proposition of our company
- Develop and maintain a healthy pipeline of opportunities for business growth
- Demonstrate a thoughtful understanding of insightful industry knowledge and how geospatial and remote sensing technologies apply to initiatives and trends
- Understand the key business drivers within an organization and identify key business stakeholders
- Understand the client’s budgeting and acquisition processes
- Successfully execute the account management process including account prioritization, account resourcing, and account planning
- Work closely with portfolio/program managers regarding products and having an understanding of internal processes/factors/challenges to establish client scope and deadlines
- Successfully execute the sales process for all opportunities
- Leverage and lead a Capture Team consisting of pre-sales engineering, estimating, proposals, technical, and other cross-company resources to define and execute an account strategy
- Effectively utilize and leverage the company’s CRM to manage opportunities and drive the buying process
- Participate in trade shows, workshops, and seminars (as required)
- Support visual story telling through effective whiteboard sessions
- Be resourceful and take initiative to resolve issues
- Maintain leads and opportunities in CRM (Salesforce)

Job Requirements


Minimum Qualifications

- Bachelor’s degree in business administration, marketing, engineering or a geospatial field (e.g., remote sensing, GIS, photogrammetry, etc.)
- Five or more years of senior management/leadership/sales experience providing geospatial data or technology solutions to clients or other type of sales to the Utility sector
- Understanding of remote sensing data acquisition technologies, enterprise-level GIS platforms, geospatial applications development, integrated geospatial solutions, and how they relate to Utilities
- Demonstrated experience in coordinating, prospecting, proposing, and winning grants and contracts
- A strategic thinker with a keen ability to make recommendations to move the business forward.
- Ability to adapt to new technology trends and translate them into solutions that address client needs
- Demonstrated experience with strong partnerships and advocacy with clients
- Excellent presentation, white boarding, and negotiation skills including good listening, probing, and qualification abilities
- Experience managing large projects and/or initiatives
- Demonstrated understanding and mitigation of competitive threats
- Ability to manage and prioritize activities
- Demonstrated experience with leading high-level/executive engagements
- Knowledge of the Utility finances, budgeting, and procurement cycles
- Highly motivated team player with a mature, positive attitude and passion to meet the challenges and opportunities of a business
- Ability to frequently travel domestically (and possibly internationally)

Preferred Qualifications

- MBA or equivalent education

All job offers are contingent upon passing a background check and drug screening.
(Job number: 3956471)
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