Director of Strategic Accounts - West Coast

ABOUT US

Founded in 1866, The Sanborn Map Company (Sanborn) is one of the oldest continuously operating mapping and geospatial information technology companies in the US. Our work is highly visual, and our mapped data and applications are an essential part of today's information economy. We serve many industries and government departments and need to communicate effectively with them about our wide range of products and services. We remain at the forefront of the GIS and photogrammetry industry by offering high quality, technologically superior products and services backed by the industry's most experienced staff. We are looking for a talented individual to fill a Director of Strategic Accounts position for the Western US sales territory.

SUMMARY

Primary Responsibilities

The Director of Strategic Accounts is entrusted with the crucial task of building and maintaining robust relationships with high-value clients. By working with a high degree of autonomy, this leader undertakes complex responsibilities that span the identification, creation, expansion, and acquisition of new business opportunities. The Director of Strategic Accounts collaborates extensively with teams across various divisions within Sanborn and partners with external strategic stakeholders. Through this collaboration this position aims to uncover and develop new sales opportunities, ensure the retention of current customers, and facilitate the growth of existing contracts.

Complex Sales Assignments and Leadership

In addition to managing intricate sales projects, the Director of Strategic Accounts is responsible for leading the creation and execution of innovative business strategies that support organizational growth. This position may also encompass providing leadership to project teams or overseeing project management tasks, ensuring that objectives are met efficiently and effectively.

Technical Proposals and Presentations

A key aspect of the Director of Strategic Accounts' role involves the development, preparation, and support of technical proposals and presentations. These efforts are directed toward federal, state, regional, and commercial sales initiatives, as well as broader business development activities. The Director of Strategic Accounts works to ensure that all proposals and presentations are tailored to the unique needs of each client and that they effectively communicate the value of Sanborn's services.

Considerable travel may be required.

PRIMARY RESPONSIBILITIES

• Establish and nurture productive, long-term professional relationships with both prospective and existing business clients within the assigned Western US territory, ensuring high client satisfaction and retention.
• Drive strategic sales and consistently achieve quarterly revenue targets as defined by management, proactively identifying opportunities to expand Sanborn's market presence.
• Develop and execute comprehensive strategies to effectively present tailored business solutions to clients, resulting in increased solution adoption rates.
• Advise customers on optimal solutions to meet their technical and business requirements, ensuring alignment with client objectives and measurable outcomes.
• Prepare clear, comprehensive technical proposals, business strategy reports, and related documentation that meet or exceed internal quality standards and submission deadlines.
• Collaborate with management to develop and implement capture and closure plans, including detailed pricing strategies, for targeted sales opportunities and key accounts.
• Coordinate with project and technical teams to design customized solutions that address specific customer needs, ensuring successful project delivery and client satisfaction.
• Serve as the primary liaison between Sanborn and customers, ensuring seamless communication and issue resolution throughout each engagement.
• Build and maintain relationships with professional associations across federal, state, and commercial sectors to actively support business development initiatives and expand Sanborn's network.
• Analyze customer challenges-including financial, operational, managerial, and technical-and recommend effective capture strategies designed to overcome barriers and secure business growth.
• Develop strategic planning studies and actionable plans to identify new business opportunities and address organizational barriers, tracking progress against defined milestones.
• Maintain accurate and timely data entry in the business CRM system to ensure up-to-date client and opportunity records.
• Provide weekly account status updates and monthly sales pipeline forecasts to executive leadership, ensuring transparency and informed decision-making.
• Represent Sanborn at trade conferences and industry events, promoting company services and cultivating new business leads.
• Perform additional duties as assigned to support the overall objectives of the sales organization.

SUPERVISORY RESPONSIBILITIES

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  None at the present time

  
  

QUALIFICATIONS

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• 8+ years progressive experience in a sales related role
• Experience in and ability to write, develop, review proposals and advise on win strategies and technical content.
• Experience in and ability to assess business opportunities and develop strategies to attract new customers.
• Knowledge of the principles and practices of business management in government entities.
• Knowledge of the principles and practices of business management in commercial markets.
• Knowledge of government regulations on mapping, GIS, and related technologies.
• Knowledge of the principles and practices of business administration, market research, and community planning.
• Experience in and ability synthesize and use complex financial and technical information.
• Experience in and ability develop and maintain /design power point presentations and write reports.
• Experience in and ability present ideas effectively to individuals and groups.
• Experience in and ability interface with all levels of an organization.
• Experience in and ability plan, organize and complete special projects.

EDUCATION

Bachelor's degree from an accredited college or university.

Salary Range: 100K - 150K annually

Applicant must live in the U.S. and be authorized to work in the U.S.

Sanborn offers a comprehensive health and wellness program which includes medical, dental, vision, 401k, holiday, PTO, EAP, disability and life insurance benefits.

TO APPLY: Visit our website: www.Sanborn.com under the Careers menu option to apply. We are accepting applications for this position until February 15, 2026. Sanborn is a Veteran/Disability Equal Opportunity Employer.