Sr. Business Development Manager – Utilities & Telecom (APAC)

Esri; Singapore; On-site; SGD 120,000 - 180,000; Full time

Job summary

Esri is seeking a senior business development manager to collaborate with distributors and co-sell Esri technology across the region. You will leverage your enterprise software sales experience to expand adoption, identify growth opportunities, and deliver GIS-based solutions aligned with customers’ missions.

You will negotiate enterprise agreements, build partnerships, and mentor teams while traveling globally to engage stakeholders and drive regional success.

Qualifications

• 5+ years of experience gathering and designing technical specifications to solve customer needs.
• Experience selling enterprise software solutions directly and through a channel.
• Advanced negotiation and strategic engagements.
• Mastery of English and other languages as needed.
• Understanding of GIS, Esri technology, and utilities & telecom industries.
• Ability to travel globally 25-50%.

Responsibilities

• Drive opportunities by articulating business value with customers and distributors.
• Think strategically: present, negotiate, and contribute to regional growth plans.
• Partner with customers and distributors to build long-term relationships and share knowledge.
• Drive results by leading executive reviews and shaping enterprise agreement terms.

Skills

Enterprise software sales

Negotiation

Storytelling

English proficiency

GIS knowledge

Education

Bachelor’s degree in GIS or related field

Master’s degree in GIS or related field

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.

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.

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
• 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 the utilities & telecom industries 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 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

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 [e-mail] 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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