Harris Corporation Sr. LiDAR Sales/Account Management - Electric Utilities in Melbourne, Florida

Sr. LiDAR Sales/Account Management - Electric Utilities 6/21/18SalesUSA - FL - Melbourne




Job ID: SIS20182106-25468


Job Title: Sr. LiDAR Sales/Account Management - Electric Utilities

Job Code: SIS20182106-25468

Job Location: Melbourne, FL (or remote)


The Geospatial Sr. Major Account Manager is responsible for sales activities in the commercial geospatial business area with the goal of maximizing revenue and profit. The product emphasis is on airborne LiDAR data and related value-added information products to multiple commercial markets, emphasizing electric utilities (primarily Dx), but may also require support with US federal and local government agencies. The role includes establishing a sales strategy, developing specific account objectives, building a sales funnel, and closing new business. This role includes establishing and managing direct accounts within the defined territory (US) and maintaining customer intimacy. In addition, the Geospatial Sr. Major Accounts Manager is responsible for selling company products and services through direct sales channels, and is assigned an annual revenue quota. The role will require interfacing and collaborating with others in Geospatial Sales as well as the Product Management, Marketing, and Business Development leads, and gather competitive information on new and existing products and customer requirements. Position will involve 40% travel.

Duties & Responsibilities:

  1. Quota Ownership – is responsible to generate bookings and revenues through direct accounts, or indirect through channel partners, to satisfy her/his quota as determined with management. To this end, he/she takes the lead to support the preparation of winning profitable new business to satisfy customers’ requirements and to generate market demand

  2. Business Strategy – in partnership with Geospatial Sales, Business Development and Product Management, supports business opportunities through pre- and post-sales initiatives. Gathers market intelligence and industry trends to help with an understanding of the competitive landscape.

  3. Data Analytics – collects, analyzes and reports on trends in the market. Measures and analyzes marketing and sales financial objectives by forecasting requirements and executing on them.

  4. Position’s Key Performance Indicators :

  5. Value of booking generated

  6. Number of significant customers contracted and managed

  7. Number of new products introduced to existing or new channels


  • BA/BS plus 15 years of direct Sales experience or equivalent Sales experience

  • Minimum of 10 years experience related to sales, business development or product marketing in the airborne imagery and LiDAR market.

Preferred Additional Skills:

  • Working background knowledge of the wider geospatial industry, markets and technologies including aerial and satellite imagery, hyperspectral and mobile / terrestrial LiDAR

  • Electric utilities (Tx), Fed/Civil and state & local industry experience desired

  • Verbal, written communication and interpersonal skills

  • Ability to work independently and as part of a team

  • Ability to juggle and prioritize multiple projects and opportunities

  • Demonstrated sales success in the commerical marketplace

  • Ability to travel at least 40% of the time

Security Clearance:

Please be aware that many of our positions require a security clearance, or the ability to obtain one. Security clearances may only be granted to U.S. citizens. In addition, applicants who accept a conditional offer of employment may be subject to government security investigation(s) and must meet eligibility requirements for access to classified information.

By submitting your résumé for this position, you understand and agree that Harris Corporation may share your résumé, as well as any other related personal information or documentation you provide, with its subsidiaries and affiliated companies for the purpose of considering you for other available positions.

Harris is an Equal Opportunity/Affirmative Action Employer. We consider applicants without regard to race, color, religion, age, national origin, ancestry, ethnicity, gender, gender identity, gender expression, sexual orientation, marital status, veteran status, disability, genetic information, citizenship status, or membership in any other group protected by federal, state or local law.


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LocationUSA - FL - Melbourne