Business Development Manager – Americas National Government

Overview

At Esri, our Business Development Managers collaborate with distributors and partners 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 provide geospatial software and solutions to ­­­the Latin America region’s national defense, intelligence, and public safety agencies. 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.

Responsibilities

• Drive opportunities. Collaborate with Esri account teams and distributors to articulate the vision, roadmap, and business value of Esri software and services within the Latin America region’s national defense, intelligence and public safety agencies. Cross- collaborate with sector teams, distributors, strategic partners, and integrators to support the development and execution of sales strategies.
• Think strategically. Support and coach distributors to identify a customer need and design a solution to solve that need. Be knowledgeable of product components, application, and value propositions of Esri technology in the region.
• Partner with others. Work with Esri’s distributors to demonstrate the value of our technology and solutions to customers and prospects. Maintain high performance while sharing knowledge and best practices with distributors. Works cross-collaboratively with distributor by being able to overcome and navigate drawbacks.
• ­­­Drive results. Nurture existing enterprise agreements and create growth through EA uplifts by identifying new business opportunities with the customer.

Requirements

• 3+ years of experience successfully supporting the needs of gathering and designing technical specifications to solve a customer's needs
• Domain knowledge in the national defense, intelligence and public safety industries, including workflows, industry standards, and relevant policies/guidance documents
• Experience selling enterprise software solutions directly and through a channel
• Ability to identify appropriate delivery mediums and evoke action from an audience
• Ability to quickly learn new technology and translate it into solutions that address customer needs
• Outstanding negotiation, communication, and presentation skills
• Mastery of English, Spanish, and Portuguese (verbal and written)
• Ability to travel globally 25-50% of the time
• Understanding of GIS, Esri technology, and national defense as they relate to one another
• Visa sponsorship is not available for this posting. Applicants must be authorized to work for any employer in the U.S.
• Bachelor’s degree in GIS, business administration, or a related field

Recommended Qualifications

• Experience working within national security organizations
• Knowledge of defense industry players, including technology partners, competitors, funders, and more
• Master’s degree in GIS, business administration, or a related field
• Experience developing and working with downstream distribution partners and value-added resellers
• Demonstrated experience in co-developing proposals to respond to RFPs, RFIs, and tenders as appropriate

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