Business Development Manager - Utilities


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Overview


Our business development managers collaborate with distributors to co-sell and promote the adoption of Esri products. We invite you to utilize your passion for GIS, enterprise sales and multi-channel software business development experience to help leverage GIS technology across Asia Pacific within electric, gas and telecom companies. You will work with the distributor network to help customers take advantage of GIS and location intelligence to find unique patterns, trends, and understanding hidden within complex business problems.

Responsibilities


  • Drive opportunities. Collaborate with Esri staff, distributors, business partners, and the Asia Pacific team to create an opportunity development plans providing clear direction for all software and services to customers or prospects in the utilities sector. Form a collaborative virtual team of staff, distributors, strategic partners, and integrators to support the development and execution of sales strategies.
  • Think strategically. Develop an annual business development plan and sales strategy that employs direct and channel approaches to significantly expand the use of our utilities solutions in Asia Pacific.
  • 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 offerings in this market.

Requirements


  • 5+ years of enterprise sales experience providing technical solutions to the electric, gas and telecommunications industries in Asia Pacific
  • Demonstrated ability to sell GIS solutions directly and through a channel in a team environment
  • Knowledge of and experience using ArcGIS Desktop, web and mobile technology
  • Demonstrated ability to manage the sales cycle including prospecting, proposing, closing, and further developing an account
  • Capability to quickly learn new technology and translate it into solutions that address customer needs
  • Excellent presentation, communication, and negotiation skills
  • Driven problem-solver with an entrepreneurial spirit
  • Proficient in English, verbal and written and fluent in, preferably, Mandarin, Japanese, or other Asian language
  • 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, engineering, or a related field, or equivalent work experience

Recommended Qualifications


  • Familiarity of the Esri community and official distributors.
  • Experience leading a team and managing direct reports

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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