Esri

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Partner Manager - Americas

Partner Manager - Americas

Location 
US-FL-Coral Gables
Job Category 
Business Development
Job ID 
2018-8064

More information about this job

Overview

At Esri, our partner managers work collaboratively within the Business Development Division to sell and promote the adoption of the ArcGIS platform within a variety of regional organizations. We invite you to use your enterprise sales and partner management experience to co-sell with specific alliance partners (i.e., Microsoft, SAP, Autodesk, AWS) and develop local partner programs implementation and revenue capture in the Americas region (Latin America, Canada, and Caribbean). You will work closely with the Americas general manager and the distributor network to help partners take full advantage of Esri's technology and market presence. When you are not traveling to partner sites, you will be based in Esri’s Coral Gables, Florida office.

 

Responsibilities:

  • Collaborate with partners. Identify strategic market segments where you will focus your partner recruitment, MQL generation, opportunity development, and pipeline and revenue management activities. Work with Esri business development leads to develop sales and marketing plans for partners. Assist business partners in closely aligning their development, marketing, and sales plans with Esri’s goals and objectives.
  • Drive opportunities. Actively seek sales opportunities with existing partners and systems integrators. Help align the needs of sales teams with partners’ capabilities. Leverage the CRM to manage opportunities and drive the buying process.
  • Deliver results. Engage select partners in crafting and executing go-to-market plans, including MQL generation campagins, lead maturation, and opportunity engagement. Assist business partners in defining/refining Esri-based solutions and offerings.
  • Be a strategic leader. Help drive business goals and procedures of the Esri Partner Network and Start-up Program. Attend key events to recruit new business partners as well as interact with partners already in our network. Engage with distributors to educate them on regional and global partner offerings and solutions. Share your knowledge as a speaker at select partner organized events.

Requirements

  • 10+ years of experience selling enterprise software, preferably in utilites, commercial (retail, manufacturing, CPG), local or national government, and/or GIS industry
  • International experience with a business partner network and systems integrators
  • Solid understanding of the the enterprise IT sector
  • Outstanding negotiation skills
  • Experience creating and managing sales and development plans at multiple levels including individual partners, national accounts, and across industries
  • Demonstrated experience in channel management and/or business partner development and ability to develop, articulate, and execute an industry channel strategy
  • Ability to travel domestically and internationally up to 60%
  • Bachelor’s or master’s in engineering, business administration, marketing, management, or a related field, or equivalent work experience, depending on position level 

Recommended Qualifications:

  • Experience working directly with Microsoft, SAP, IBM, AWS, Autodesk, or other major global IT companies
  • Trilingual in English, Spanish, and Portuguese

The Company

Our passion for improving quality of life through geography is at the heart of everything we do. Esri’s geographic information system (GIS) technology inspires and enables governments, universities, and businesses worldwide to save money, lives, and our environment through a deeper understanding of the changing world around them.

 

Carefully managed growth and zero debt give Esri stability that is uncommon in today's volatile business world. Privately held, we offer exceptional benefits, competitive salaries, 401(k) and profit-sharing programs, opportunities for personal and professional growth, and much more.

 

Esri is an equal opportunity employer (EOE) and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability status, protected veteran status, or any other characteristic protected by law.

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