• Team Lead - National Government Partner Program

    Location US-VA-Vienna
    Job Category
    Business Development
    Job ID
  • Overview

    At Esri, our partner relationship teams develop and build relationships with our comprehensive network of systems integrators and partners to collaboratively co-sell and promote the adoption of Esri’s ArcGIS platform. We are looking for a leader to help advance our partner relationships and create more business opportunities for Esri. We invite you to use your coaching and team-building skills as well as your experience with geospatial technology to become an integral part of our partner ecosystem supporting our national government team. We’re looking for individuals who inspire and motivate others and who enjoy implementing strategies that will radically improve the challenges businesses face. You’ll lead a team that helps our customers take advantage of geoanalysis to find unique patterns, trends, and solutions hidden within complex business problems.



    • Empower your team. Manage the activities of your team by strategically leading all stages of the partner management process. Mentor your team through active coaching, clear direction, and regular feedback. Cultivate a team of partner managers, account managers, strategic partners, and cross-divisional resources to support your team’s objectives and generate results.
    • Collaborate with partners. Work with Esri business development leads to develop sales and marketing plans for partners. Assist partners in closely aligning their development, marketing, and sales plans with Esri’s goals and objectives.
    • Drive opportunities. Motivate and encourage your team to 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. Assist partners in defining/refining Esri-based solutions and offerings. 
    • Be a strategic leader. Attend key events to recruit new partners as well as interact with those already in our network. Set the tone with your team around expectations of their presence in our partner ecosystem and events at which they should be present in order to attract more business opportunities and partnerships.


    • 5+ years’ experience selling enterprise software, preferably in national government and/or GIS industry
    • 5+ years’ experience leading, motivating, and coaching a team
    • Experience with a business partner network and systems integrators
    • Expert in negotiating, presenting, and visual storytelling across all levels of an organization
    • Experience creating and managing sales and development plans at multiple levels including individual partners, national accounts, and across industries
    • Established experience in channel management and/or business partner development and ability to develop, articulate, and execute an industry channel strategy
    • Ability to travel up to 50%
    • 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:

    • Aptitude to grasp the “big picture” vision across a wide range of industries
    • Ability to concurrently manage several dissimilar projects across disciplines

    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, sexual orientation, gender identity, national origin, disability status, protected veteran status, or any other characteristic protected by law.


    If you need a reasonable accommodation for any part of the employment process, please email 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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