Partner Operations Team Lead

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At Esri, our partner operations team leads are part of a highly skilled team that work collaboratively within the Global Business Development Division and across Esri to manage operations and a variety of partner business programs. We invite you to use your coaching and team-building skills to lead a team that collaborates with business partners, internal account teams, business stakeholders, and operations staff to define programs, optimize processes and implement enablement solutions that meet Esri’s objectives for growing indirect channel business.


  • Empower your team. Manage your team’s activity and strategically lead all stages of the partner operations process. Mentor your team through active coaching, clear direction, and regular feedback. Cultivate a strong team to support partner objectives and generate results.
  • Focus on partner success. Act as a key stakeholder for the partner channel business, supporting the growth of mutual business as a trusted advocate. Engage with Esri’s partner management leaders along with other key stakeholders to identify programs, knowledge, skills, business processes, and other enablement methods for the partner channel to be successful.
  • Communicate and collaborate. Establish, develop, and maintain relationships with partners in support of the partner channel business. Liaise with key internal groups including sales, operations, training, professional services, contracts, customer service, and marketing to meet partner channel objectives. Collaborate with partner subject matter experts to develop and review enablement and training material, and proactively identify additional expert resources who can address content gaps.
  • Deliver Results. Develop, maintain, and implement partner business and enablement programs to increase partner satisfaction and efficiently meet partner channel objectives. Drive partner performance through the delivery of business engagement tools that document partner performance and alignment including business plans, scorecard measurements, and support for partner training and certification.
  • Innovate and Adapt. Recommend, design, develop, and implement appropriate onboarding and enablement solutions that drive alignment and maturation of partners. Proactively drive improvements and evolve overall program objectives to support the high-growth Esri partner channel business.


  • 8+ years of experience planning, designing, developing, and implementing effective sales and/or partner operations and enablement solutions for a global software company
  • 3+ years of experience mentoring, motivating, and coaching on a team
  • Advanced project and process management skills with an ability to own planning, scheduling, and coordinating
  • Ability to develop creative solutions to complex problems by applying knowledge and judgment to identify approach and methods
  • Experience in obtaining and using diverse partner and customer feedback and using partner and customer knowledge to optimize the design of partner business and enablement programs
  • Consultative approach and proven track record of effective collaboration and influence at all levels of an organization, with the ability to achieve goals in a fast-paced and continuously evolving environment
  • Excellent verbal and written communication skills and ability to build strong relationships with individuals at all levels, in multiple geographies and business functions, both internally and externally
  • Working knowledge of Salesforce CRM, Microsoft PowerBI, and Microsoft Office tools
  • Proactive, self-starter and results-oriented
  • Ability to travel domestically or internationally up to 50%
  • Bachelor’s or master’s in a business-related field (business, accounting, finance, or IT) or equivalent work experience

Recommended Qualifications

  • General understanding of Esri products and services or other GIS technology
  • Experience preparing, reviewing and presenting work plans, workflows, business metrics, and reports
  • Experience in negotiating, presenting, and visual storytelling across all levels of the organization

Questions about our interview process? We have answers.


Total Rewards

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
$66,560-$116,480 USD

About Esri

At Esri, diversity is more than just a word on a map. When employees of different experiences, perspectives, backgrounds, and cultures come together, we are more innovative and ultimately a better place to work. We believe in having a diverse workforce that is unified under our mission of creating positive global change. We understand that diversity, equity, and inclusion is not a destination but an ongoing process. We are committed to the continuation of learning, growing, and changing our workplace so every employee can contribute to their life’s best work. Our commitment to these principles extends to the global communities we serve by creating positive change with GIS technology. For more information on Esri’s Racial Equity and Social Justice initiatives, please visit our website here.

If you don’t meet all of the preferred qualifications for this position, we encourage you to still apply!

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 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.

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