Principal Account Manager

Esri

Principal Account Manager leading strategic relationships in business development at Esri. Focus on optimizing technology adoption and driving revenue growth in the natural resources sector

Posted 5/20/2026full-timeRemote • 🇺🇸 United StatesLead💰 $187,200 - $332,800 per yearWebsite

About the role

Key responsibilities & impact

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

What you’ll need

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.

Benefits

Comp & perks

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
opportunities for personal and professional growth

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

enterprise salesconsultingprogram managementaccount strategysolution sellingnegotiationGISEsri technologybusiness transformationrevenue growth

Soft Skills

leadershipmentoringinfluencingcollaborationbusiness acumencustomer successcommunicationstrategic thinkingproblem-solvingrelationship management

Certifications

Bachelor’s degree in GISBachelor’s degree in business administration