Business Development Manager - National Security

Overview

Do you have experience developing business in enterprise software solutions within the National Security sector for the Asia Pacific region, in a team environment, directly and through channels? Are you a top performing sales and business development executive who wants to continue building a rewarding career? Utilize your understanding of the region’s culture, national security organizations, and multi-channel software business development experience to help organizations leverage geographic technology to achieve their goals.

Responsibilities

• Drive opportunities. Collaborate with Esri staff, Esri distributors, business partners, and national security colleagues in the National Government sector to create opportunity development plans providing clear direction for all software and services to customers or prospects in the region. Orchestrate, coach and mentor virtual teams of Esri staff, Esri distributors, strategic partners, and integrators to support the development and execution of sales strategies for specific opportunities.
• Think strategically. Develop sales strategies and business development plans that employ direct and channel approaches to significantly expand the use of Esri’s solutions in national government customers in Asia Pacific. Ensure the continued success of key Esri solutions implementations in the region.
• 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. Represent Esri at regional and user conferences, partner events, and a variety of public speaking engagements.
• Deliver results. Manage Esri’s agreements and deployed licenses. Ensure continued success of all Esri’s software deployments. Be a trusted subject matter expert in the region, inspiring digital transformation by communicating Esri’s vision through executive engagement. Be skillful with Esri offerings in this market

Requirements

• 5+ years of solutions selling experience to Asia Pacific customers in the national security sector
• Understanding of GIS and its value in the National Security sector with knowledge of Esri products
• Demonstrated ability to sell enterprise software solutions directly and through a channel in a team environment or demonstrated ability to work as a team promoting and developing software solutions in Asia Pacific
• 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
• Highly emotionally aware individual with the ability to influence at the “C” level to build long term relationships, maintaining open communication throughout the organization
• Ability to quickly learn new technology and translate it into solutions that address customer needs
• Excellent communication and negotiation skills
• Master of English (verbal and written)
• Ability to travel up to 50% of the time throughout Asia Pacific and occasionally travel to the U.S.
• Bachelor’s or master’s in engineering, business administration, GIS, or a related field, or equivalent work experience

Recommended Qualifications

• Ability to develop competencies in other individual contributors and teams with a goal toward self-sufficiency in that group
• Public speaking experience
• Awareness of marketing tactics and strategies
• Highly motivated team player with a mature, positive attitude and a passion for driving the use of GIS to meet the challenges and opportunities of business

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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