Business Development Manager - AEC


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Overview


At Esri, our business development managers collaborate with distributors to co-sell and promote the adoption of the ArcGIS platform. We invite you to utilize your deep understanding of the AEC industry, enterprise sales and multi-channel software business development experience to help leverage geospatial technology in Asia Pacific. You will work closely with Esri’s distributor network to help customers identify new, innovative ways of using our technology and help new users discover the value GIS can bring to their organization. When you are not traveling throughout Asia Pacific you will be based in Esri’s Singapore office.

Responsibilities


  • Drive opportunities. Collaborate with staff, distributors, and the Asia Pacific sales team to create an opportunity development plan that provides clear direction for all software and services to customers or prospects in the AEC industry. Form a collaborative virtual team of staff, distributors, strategic partners, and integrators to support the development and execution of sales strategies.
  • Think strategically. Develop a business development and sales strategy that employs direct and channel approaches to significantly expand the use of our solutions in Asia Pacific.
  • Be an expert. Clearly articulate the strength and value of Esri technology as it relates to the AEC industry. Consistently conduct research and pursue professional development to ensure competitive knowledge. Use your innovative whiteboarding and presentation skills to support visual storytelling.
  • Partner with distributors. Work with Esri’s distributors to demonstrate the value of our technology and solutions to customers and prospects through business case development, references, and ROI. Support distributors to increase the execution of sales activities to achieve internal business objectives. Co-develop proposals to respond to RFPs, RFIs, and tenders.
  • Deliver results. Manage Esri’s agreements and deployed licenses. Ensure continued success of all Esri’s software deployments. Be familiar with Esri's offerings in this market.

Requirements


  • 7+ years of experience strategic selling and providing technical solutions
  • 5+ years of experience and advanced knowledge of the AEC industry and new technology trends and the ability to translate this into complex solutions for customers
  • Understanding of GIS, Esri technology, and the AEC industry as they relate to one another
  • Demonstrated ability to sell enterprise software solutions directly and through a channel in a team environment
  • Demonstrated ability to manage the sales cycle including prospecting, proposing, closing, and further developing an account
  • Ability to quickly learn new technology and translate it into solutions that address customer needs
  • Master of English (verbal and written) and another Asian language (verbal and written)
  • Ability to travel up to 50% of the time throughout Asia Pacific with occasional travel to the US
  • Bachelor’s or master’s in GIS, business administration, or a related field, or equivalent work experience

Recommended Qualifications


  • Knowledge of spatial analysis and how it is used for problem-solving

 

Questions about our interview process? We have answers.

About Esri


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 askcareers@esri.com 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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