Partner Manager - Utilities, Telecom, Rail

Overview

Our partner managers strengthen relationships with systems integrators and business partners to collaboratively sell and promote the adoption of Esri’s technology. We invite you to use your experience and passion to increase revenue, drive Esri’s presence in the infrastructure industry and identify key partner solutions. You will work closely with internal teams across the organization and Esri’s distributor network to help partners take full advantage of our technology and market presence.

At Esri, we are committed to our customers and their success. It is a place for you to do your best work and partner with our customers amid a supportive culture that encourages creativity, collaboration, and passion.

Responsibilities

• Collaborate with others. Gain complete knowledge of the Esri partner program, product components, application, and value propositions of Esri solutions for partners. Work with account teams to create compelling account plans to align partner solutions to customer opportunities. Assist business partners in closely aligning their development, marketing, and sales plans with Esri’s goals and objectives.
• Build relationships. Prospect, develop, and implement location strategies to and with partner organizations. Maintain a healthy pipeline of business growth opportunities. Provide on-site support at Esri events for partner-centric training workshops and technology updates as needed. Use whiteboard sessions to support visual storytelling
• Be an expert. Clearly articulate the strength and value of Esri technology as it relates to partner organizations in the public and/or private sectors. Pursue professional and personal development to ensure competitive knowledge.
• Deliver results. Assist potential partners with questions and direct them to the most appropriate resource for further action. Successfully execute the account management and sales processes for all partner opportunities.

Requirements

• 3+ years of enterprise sales and/or relevant consulting or program management experience
• Experience supporting business partner network and/or systems integrators
• Experience creating partnerships and establishing yourself as a trusted advisor with customers
• Outstanding negotiation, communication, and presentation skills
• Understanding of account management, account planning and business assessment as it relates to partners
• Experience in channel management and/or business partner development and ability to develop industry channel strategy
• Familiarity with Esri technology in support of partner campaigns across the lifecycle (planning, targeting, analysis, communications)
• Ability to travel domestically or internationally 25-50%
• Bachelor’s in GIS, surveying, engineering, business administration, or a related field
• Visa sponsorship is not available for this posting. Applicants must be authorized to work for any employer in the U.S.

Recommended Qualifications

• Understanding of GIS, Esri technology, and gas, electric, telecom, or rails as they relate to one another
• Experience managing the sales life cycle
• General knowledge of data science or spatial analysis and how it is used for problem solving and uncovering patterns and trends within organizations
• Master’s in GIS, business administration, or a related field

Questions about our interview process? We have answers.

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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$79,040—$135,200 USD

The Company

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