Lead Partner Manager - Europe

Overview

Our partner managers work collaboratively within the Global Business Development division to co-sell and promote the adoption of Esri’s products within a variety of regional organizations. We invite you to use your enterprise sales and partner management experience to increase revenue, drive Esri’s international presence in the European region, and engage in large and innovative projects through key systems integrators and Esri partners. You will work closely with the European general manager and Esri's distributor network to help partners take full advantage of Esri's technology and market presence.

Responsibilities

• Collaborate with partners. Identify strategic market segments where you will develop the business development strategy in Europe and ensure successful implementation and execution through a distributor model. Assist business partners in closely aligning their development, marketing, and sales plans with Esri’s goals and objectives.
• Drive opportunities. Actively build and create joint technology propositions that scale across Europe with some of the world's largest MNCs who are existing partners and systems integrators. Help align the needs of business development sector teams with partners’ capabilities to deliver on the sector growth strategy.
• Deliver results. Engage select partners in crafting and executing go to market plans, including MQL generation campaigns, lead maturation, and opportunity engagement. Assist business partners in defining/refining Esri-based solutions and offerings.
• Be a strategic leader. Help drive business goals and procedures for the Esri Partner Network and start-up programs. Attend key events to recruit new business partners as well as interact with partners already in our network. Engage with distributors to educate them on regional and global partner offerings and solutions. Share your knowledge as a speaker at select partner organized events.

Requirements

• 10+ years of experience selling enterprise software in the location intelligence and/or GIS industry
• International experience with a business partner network and systems integrators
• Solid understanding of the enterprise IT sector
• Outstanding negotiation skills and demonstrated ability to successfully navigate crucial conversations
• Experience selling enterprise software in the utilities, commercial (retail, manufacturing), local or national government, and/or GIS industry
• Experience creating and managing sales and development plans at multiple levels including individual partners, national accounts, and across industries
• Demonstrated experience in channel management and/or business partner development and ability to develop, articulate, and execute an industry channel strategy
• Master of English (verbal and written) and other European language (verbal and written)
• Ability to travel up to 50% of the time throughout Europe and occasionally travel to the U.S.
• Bachelor’s or master’s in engineering, business administration, marketing, management, or a related field, or equivalent work experience, depending on position level

Recommended Qualifications

• In-depth knowledge in one or more key industries: government, natural resources, transportation, utilities (electric, gas, telco), water
• 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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