Business Development Manager – Smart City Solutions


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Overview


Are you passionate about smart cities? A self-starter and problem solver with an entrepreneurial mindset? In the past few years, Esri has put a large effort into launching new products that bring the power of GIS to experts, stakeholders, and the public for the smartest cities in the world including Dubai, Boston, and Singapore.
At Esri, our business development managers collaborate with distributors to co-sell and promote the adoption of Esri solutions. We invite you to utilize your enterprise sales and multi-channel software business development experience to help leverage geographic technology in Europe. You will work closely with Esri’s distributor network to help customers take advantage of geoanalysis to find unique patterns, trends, and understanding hidden within complex business problems. When you are not traveling throughout Europe, you will be based in Esri’s Rotterdam office.

Responsibilities


  • Drive opportunities. Collaborate with smart city solutions team management based in Esri’s California headquarters, European distributors, and the European sales team based in Rotterdam to create an opportunity development plan that provides clear direction for all software and services to customers or prospects. Form a collaborative virtual team of staff from distributors, strategic partners, and integrators to support the development and execution of sales strategies.
  • Lead as a subject matter expert. Demonstrate technical competency in smart cities products and best practices directly to key customers. Provide leadership by example through the careful crafting of sales messaging and workflow solutions that relate to the unique situation in each European country.
  • Think strategically. Develop a business development and sales strategy that employs direct and channel approaches to significantly expand the use of our smart cities product line in Europe.
  • 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 agreements and deployed licenses. Ensure continued success of all Esri’s software deployments. Be familiar with and support the localization of Esri offerings in the smart cities markets across Europe.

Requirements


  • 5+ years experience selling enterprise software solutions directly and through a channel to C-level executives and division management
  • Ability to manage the acquisition cycle including prospecting, proposing, closing, and developing an account
  • General experience with Esri products
  • Experience in supporting a technical pre-sales team with guidance on the localization of software products and workflows
  • Capability 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 Europe with occasional travel to the US
  • Bachelor’s or master’s in GIS, engineering, architecture, planning, or a related field, or equivalent work experience

Recommended Qualifications


  • 2-3 years of experience providing technical solutions
  • The ability to demonstrate the smart cities product line: ArcGIS Urban, ArcGIS Hub, and ArcGIS Indoors
  • 2+ years of experience working in the areas of BI, marketing, market planning, supply chain, or other key business areas
  • Experience working for a global consulting organization involved in business process improvement in the areas of engineering, operations, customer care, and finance
  • Experience working for an architecture, planning, and/or engineering firm

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 humanresources@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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