Sr. Business Development Manager – Emerging Markets

NextGenEnergyJobs; Canada; Hybrid; CAD 166,000 - 250,000; Full time

Job summary

Esri in North America is seeking a Sr. Business Development Manager for Emerging Markets. You will collaborate with distributors to co-sell and promote Esri technology, expanding our footprint across developing regions and funding programs.

The role requires strategic engagement with executives, strong negotiation, and the ability to translate GIS capabilities into development outcomes. Global travel 25-50% is expected.

Qualifications

• 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 global funding ecosystems
• Experience with donor- or fund-financed programs would be a plus

Responsibilities

• Drive opportunities by articulating business value with customers, distributors and development partners across emerging markets and funding programs
• Think strategically: speak, present, negotiate with executives; provide input into growth plans and funding opportunities; demonstrate Esri technology and GIS value propositions
• Partner with customers and distributors to build long-term relationships; facilitate meetings; share knowledge and mentor team members
• Drive results by navigating competitive situations, leveraging market knowledge and funding ecosystems to advance opportunities with funding institutions and partners

Job description

Sr. Business Development Manager – Emerging Markets

At Esri, our senior business development managers collaborate with distributors to co-sell and promote the adoption of Esri technology.

Key Responsibilities

• Drive opportunities. Able to articulate business value with customers, distributors and development partners of diverse scope within the region to create opportunities across emerging markets and global funding programs. Proactively drive value and growth across distributors, customers, partners and Esri.
• Think strategically. Expertly speak, present, and negotiate with executives and key stakeholders. Possess strong global and financial acumen and provide input into business and strategic growth plans and funding-related opportunities. Demonstrate expert knowledge of Esri technology, GIS value propositions, and how geospatial solutions support development priorities and program outcomes. Assess global funding programs and development initiatives to identify opportunities aligned with strategic priorities and help shape engagement approaches across regions, sectors, distributors, and partners.
• 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 navigate competitive situations through research, market knowledge, and an understanding of emerging market priorities and funding ecosystems. Drive measurable business outcomes by identifying, shaping, and advancing opportunities with funding institutions, implementing agencies, distributors, partners, and customers.

Requirements

• 5+ years of experience successfully supporting the needs of gathering and designing technical specifications to solve a customer's needs
• 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 global funding ecosystems, including how geospatial solutions support donor-funded programs and development initiatives
• Bachelor’s degree in GIS, 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.
• Ability to travel globally 25-50%
• Experience with donor- or fund-financed programs, including those sponsored by the World Bank, regional development banks, climate funds, or the European Union
• 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 process improvement in the areas of engineering, operations, customer care, and finance
• Master’s degree in GIS, business administration, or a related field
• 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