Overview

At Esri, our Business Development Managers collaborate with distributors and partners to co-sell and promote the adoption of Esri technology. We invite you to utilize your enterprise sales and multi-channel software business development experience to provide geospatial software and solutions to the Latin America region’s national defense, intelligence, and public safety agencies. You’ll work closely with Esri’s distributor network to help customers optimize and expand adoption of Esri technology, identify new areas of growth, and deliver expertise that helps deliver on their mission and vision.

Responsibilities

Drive opportunities. Collaborate with Esri account teams and distributors to articulate the vision, roadmap, and business value of Esri software and services within the Latin America region’s national defense, intelligence and public safety agencies. Cross- collaborate with sector teams, distributors, strategic partners, and integrators to support the development and execution of sales strategies.
Think strategically. Support and coach distributors to identify a customer need and design a solution to solve that need. Be knowledgeable of product components, application, and value propositions of Esri technology in the region.
Partner with others. Work with Esri’s distributors to demonstrate the value of our technology and solutions to customers and prospects. Maintain high performance while sharing knowledge and best practices with distributors. Works cross-collaboratively with distributor by being able to overcome and navigate drawbacks.
Drive results. Nurture existing enterprise agreements and create growth through EA uplifts by identifying new business opportunities with the customer.

Requirements

3+ years of experience successfully supporting the needs of gathering and designing technical specifications to solve a customer’s needs
Domain knowledge in the national defense, intelligence and public safety industries, including workflows, industry standards, and relevant policies/guidance documents
Experience selling enterprise software solutions directly and through a channel
Ability to identify appropriate delivery mediums and evoke action from an audience
Ability to quickly learn new technology and translate it into solutions that address customer needs
Outstanding negotiation, communication, and presentation skills
Mastery of English, Spanish, and Portuguese (verbal and written)
Ability to travel globally 25-50% of the time
Understanding of GIS, Esri technology, and national defense as they relate to one another
Visa sponsorship is not available for this posting. Applicants must be authorized to work for any employer in the U.S.
Bachelor’s degree in GIS, business administration, or a related field

Recommended Qualifications

Experience working within national security organizations
Knowledge of defense industry players, including technology partners, competitors, funders, and more
Master’s degree in GIS, business administration, or a related field
Experience developing and working with downstream distribution partners and value-added resellers
Demonstrated experience in co-developing proposals to respond to RFPs, RFIs, and tenders as appropriate

Questions about our interview process? We have answers.

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Total Rewards

Esri’s competitive total rewards strategy includes industry-leading health and welfare benefits: 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, and opportunities for personal and professional growth. Base salary is one component of our total rewards strategy. Compensation decisions and the base range for this role take into account many factors including but not limited to skill sets; experience and training; licensure and certifications; and other business and organizational needs.

A reasonable estimate of the base salary range is

$83,200—$143,520 USD

The Company

At Esri, diversity is more than just a word on a map. When employees of different experiences, perspectives, backgrounds, and cultures come together, we are more innovative and ultimately a better place to work. We believe in having a diverse workforce that is unified under our mission of creating positive global change. We understand that diversity, equity, and inclusion is not a destination but an ongoing process. We are committed to the continuation of learning, growing, and changing our workplace so every employee can contribute to their life’s best work. Our commitment to these principles extends to the global communities we serve by creating positive change with GIS technology. For more information on Esri’s Racial Equity and Social Justice initiatives, please visit our website here.

If you don’t meet all of the preferred qualifications for this position, we encourage you to still apply!

Esri is an equal opportunity employer (EOE) and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability status, protected veteran status, or any other characteristic protected by law. If you need reasonable accommodation for any part of the employment process, please email [email protected] and let us know the nature of your request and your contact information. Please note that only those inquiries concerning a request for reasonable accommodation will be responded to from this e-mail address.

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Business Development Manager

esri

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