Senior Partner Manager - Federal


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Overview


Our partner managers build stronger relationships with systems integrators and business partners to collaboratively co-sell and promote the adoption of ArcGIS. We invite you to use your business development experience to increase revenue, drive Esri’s presence across the US federal government market, and identify key partner solutions. You will be responsible for working with partners of diverse scope within mid- to large-size complex organizations as well as recruiting new partners into the Esri Partner Network (EPN). You will work closely with the national government business development team and solution engineers to help partners take full advantage of our technology and market presence.

Responsibilities


  • Collaborate with partners. Gain complete knowledge of the Esri partner program, product components, application, and value propositions of Esri solutions for partners. Work with Esri leadership to develop sales and marketing plans for partners. Assist business partners in closely aligning their development, marketing, and sales plans with Esri’s goals and objectives.
  • Drive opportunities. Identify, develop, and partner with existing partners and systems integrators for early sales cycle opportunities within the EPN. Proactively identify multi-tier opportunities in short-, mid-, and long-term time horizons across the EPN.
  • Deliver results. Engage select partners in crafting and executing go-to-market plans. Assist business partners in defining/refining Esri-based solutions and offerings.
  • Be a strategic leader. Help drive the EPN's business goals and procedures. Work with account teams to create compelling account plans that align partner solutions to customer opportunities. Analyze the market, identify prospects, and recruit and onboard partners to scale the business. Attend key events to recruit new business partners as well as interact with partners already in our network.

Requirements


  • 8+ years of experience selling enterprise software, preferably in the federal government and/or GIS industry
  • Experience working with business partners and federal systems integrators at the executive/senior levels
  • Understanding of account planning and opportunity strategy creation
  • Outstanding negotiation, communication, and presentation skills
  • Experience creating and managing sales and development plans at multiple levels including individual partners, national accounts, and across industries
  • Established experience in business partner development and/or account management and ability to develop, articulate, and execute an industry partner go-to-market strategy
  • Ability to travel domestically up to 50%
  • Bachelor’s in engineering, business administration, marketing, management, or a related field, or equivalent work experience

Recommended Qualifications


  • Knowledge of the US DoD/Intelligence Community and direct experience working with clients in this space
  • Aptitude to grasp the “big picture” vision across a wide range of industries
  • Ability to concurrently manage several dissimilar projects across disciplines
  • Experience negotiating and closing business partner agreements

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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