Senior Business Development Manager - Land Administration


Apply Now

Overview


At Esri, our senior business development managers collaborate with distributors and partners to strategize, co-sell and promote the adoption of Esri technology. We invite you to utilize your enterprise sales and multi-channel software business development experience to help leverage geographic technology. You’ll work closely with Esri’s distributor network and business partners to help customers optimize and expand adoption of Esri technology, identify new areas of growth, and deliver expertise that helps deliver on their mission and vision.

Responsibilities


  • Drive opportunities. Collaborate with Esri staff and distributors to qualify opportunities and articulate the business value of Esri software and services within targeted land administration organizations. Form a collaborative virtual team of staff, distributors, and strategic partners to support the development and execution of sales strategies. Proactively drive value and growth across distributor, customer, and Esri.
  • Think strategically. Expertly speak, present, and negotiate with executives and key stakeholders. Possess strong global and financial skills to drive a global business and strategic growth plan for the land administration industry. Demonstrate expert knowledge of product components, application, and GIS value propositions of Esri technology. Be familiar with the mission and workflows of national and subnational land administration organizations, including their goals, challenges, organizational structures, procurement cycles, and business processes.
  • Partner with others. Build and nurture long-term partnerships with customers and distributors. Facilitate client and distributor meetings that contribute impactful ideas. Influence those internally and externally through communication of ideas and strategies at all business levels. Actively share knowledge and support/mentor team members.
  • Drive results. Demonstrate the ability to be put into any competitive situation and displace competition through research and advanced industry/country knowledge. ­­­­­­­­­­­­­­­­ Ensure continued success of Esri’s software deployments within land administration organizations and raise awareness of success cases both within and outside of Esri. Lead the ‘Executive Review’ with distributors to finalize terms and conditions of an enterprise agreement.

Requirements


  • 5+ years successfully supporting the needs of gathering and designing technical specifications to solve a customer's needs
  • Domain knowledge in land administration, including workflows, industry standards (LADM), and relevant policies/guidance documents
  • Experience selling enterprise software solutions directly and through a channel
  • Expert in negotiation and strategic engagements
  • Advanced story telling skills and experience presenting at conferences and executive level engagements
  • Ability to quickly learn new technology and translate it into solutions that address customer needs
  • Mastery of English and other languages as needed (verbal and written)
  • Ability to travel globally 25-50%
  • Understanding of GIS, Esri technology, and how they apply within the land administration sector
  • Bachelor’s or Master’s in GIS, business administration, or a related field, or equivalent work experience

Recommended Qualifications


  • Experience working within a land administration organization
  • Land surveying certificate
  • Fluent in Spanish and/or French (verbal and written)
  • Knowledge of industry players, including technology partners, competitors, funders, and more
  • Experience working for a global consulting organization involved in business process improvement in the areas of engineering, operations, customer care, and finance

Questions about our interview process?We have answers.

#LI-KB1

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
$97,760-$176,800 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 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.

Esri Privacy Esri takes our responsibility to protect your privacy seriously. We are committed to respecting your privacy by providing transparency in how we acquire and use your information, giving you control of your information and preferences, and holding ourselves to the highest national and international standards, including CCPA and GDPR compliance.