Partner Manager – Americas

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