Business Development Manager - APAC

Overview

At Esri, our business development managers collaborate with distributors 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 help leverage geographic technology in the Asia Pacific region. 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. Work with organizations within the Asia Pacific region to create an opportunity development plan that provides clear direction for all software and services to customers or prospects. 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. Has knowledge of product components, application, and value propositions of Esri technology in Asia Pacific.
• 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

• 5+ year’s successfully supporting the needs of gathering and designing technical specifications to solve a customer's needs
• 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 and other languages as needed (verbal and written)
• Ability to travel regionally and globally 25-50% of the time
• Understanding of GIS, Esri technology, and various industries as they relate to one another
• Bachelor’s or Master’s degree in GIS, business administration, or a related field, or equivalent work experience

Recommended Qualifications

• Experience working for a large international technology company in a matrixed environment within APAC
• Experience working in the areas of strategic business development, enterprise software sales, strategic account planning, SaaS consumption models, BI, marketing, market planning, supply chain, or other key business areas
• Understanding of the Location Technology space, including GIS, Esri technology, and various industries as they relate to one another
• General knowledge of data science or spatial analysis and how it is used for problem solving and uncovering patterns and trends within organizations
• Demonstrated ability to manage the acquisition cycle including prospecting, proposing, closing, and further developing an account
• Experience responding to RFPs, RFIs, and tenders in complex environments and short timeframes
• Ability to influence at the “C” level to build long term relationships, maintain open communication throughout the organization
• Experience working across 1 or more Asia Pacific region’s including North Asia, Southeast Asia, Indian subcontinent and Oceania countries
• Highly motivated team player who has demonstrated capacity to work autonomously and collaboratively role for a multinational corporation
• Possess a positive, can-do mindset working collaboratively across a wide multi-national peer group and stakeholders
• Passion for driving the use of GIS to meet the challenges and opportunities of business
• Master of one other Asian language (verbal and written)

Questions about our interview process? We have answers.

https://www.esri.com/content/dam/esrisites/en-us/media/pdf/interviewing-in-business-development.pdf

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.