Key Skills

Job Description

Overview At Esri, our senior business development managers collaborate with distributors to 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 in ­­­region. You’ll work closely with Esri’s distributor network 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. This position may be based in the United Kingdom (UK) or Rotterdam, Netherlands. Responsibilities Drive opportunities. Able to articulate business value with customers and distributors of diverse scope within the region to create opportunities within new lines of business and market segments. 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 and provide input into business and strategic growth plan for the region. Demonstrate expert knowledge of product components, application, and GIS value propositions of Esri technology in region. 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. Lead the ‘Executive Review’ with distributors to finalize terms and conditions of an enterprise agreement. Demonstrate the ability to be put into any competitive situation and displace competition through research and advanced industry/country knowledge. ­­­­­­­­­­­­­­­­ Requirements 5+ years of experience successfully supporting the needs of gathering and designing technical specifications to solve a customer's needs Must be eligible to obtain and maintain a NATO security clearance, as required by applicable laws and contractual obligations Experience working in national security, including defense and intelligence or Public Safety 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) Understanding of GIS, Esri technology, and national security, including NATO, as they relate to one another Bachelor’s degree in GIS, business administration, or a related field Ability to travel globally 25-50% Recommended Qualifications Experience working with defense, intelligence, and border control organizations Experience working with the national public safety industry, including law enforcement, emergency management, and emergency services Knowledge of national security industry players, including technology partners, competitors, funders and more Experience working in the areas of BI, marketing, market planning, supply chain, or other key business areas Experience working for a global consulting organization involved in business processes improvement in the areas of engineering, operations, customer care, and finance Master’s degree in GIS, business administration, or a related field Questions about our interview process? We have answers. 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 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 [email protected] 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.

Core Responsibilities

Drive enterprise software opportunities and adoption of Esri technology through distributors, customers, and new market segments. Build strategic partnerships, advise executives, lead enterprise agreement reviews, and help displace competitors through industry expertise.

Requirements

Requires at least five years of experience supporting customer needs and designing technical specifications, along with experience in national security and direct and channel enterprise software sales. Candidates need strong negotiation and executive presentation skills, GIS and Esri technology knowledge, a relevant bachelor's degree, eligibility for a NATO security clearance, and willingness to travel globally 25–50%.