Business Development Manager - State and Local Government

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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 enterprise sales and multi-channel software business development experience to help leverage geographic technology in Latin America. 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. 


  • Drive opportunities. Work with organizations within the Latin America 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. Demonstrate the ability to coach the distributor to identify a customer problem and design a solution to solve that problem. Has complete knowledge of product components, application, and GIS value propositions of Esri technology in region.
  • Partner with others. Maintains high performance while sharing knowledge and best practices with teammates and distributors. Works cross-collaboratively with distributor by being able to overcome and navigate drawbacks.
  • Deliver results. Able to nurture existing EAs and create growth through EA uplifts by identifying new business opportunities with the customer. Demonstrates an awareness of cultural business norms and adjusts communication to achieve a mutually beneficial result. Be familiar with Esri offerings in the­­­ market.


  • 3+ years of experience successfully supporting the needs of gathering and designing technical specifications to solve a customer's needs within the Latin America region
  • Experience selling enterprise software solutions directly and through a channel
  • Understands audience and purpose of message, identifies appropriate delivery medium and evokes action
  • Advanced knowledge of enterprise software agreements
  • Capability to quickly learn new technology and translate it into solutions that address customer needs
  • Excellent communication and negotiation skills
  • Master in English and Spanish (verbal and written)
  • Ability to travel extensively throughout the region with occasional travel to the US
  • Bachelor’s or master’s in GIS, business administration, engineering, or a related field, or equivalent work experience

Recommended Qualifications

  • 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 with or selling to the state and/or local government sector within the Latin America region
  • Experience with Esri products
  • Proficient in Portuguese (verbal and written)

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. 


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 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. 



Esri’s competitive total rewards strategy includes industry-leading health and welfare benefits: medical, dental, vision, basic and supplemental life insurance for employees (and their families), 401(k) and profit-sharing programs, minimum accrual of 80 hours of vacation leave, twelve paid holidays throughout the calendar year, and opportunities for personal and professional growth. Base salary is one component of our total rewards strategy. Compensation decisions and the base range for this role take into account many factors including but not limited to skill sets; experience and training; licensure and certifications; and other business and organizational needs. 


A reasonable estimate of the base salary range is $76,960.00 - $137,280.00.





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