Sr. Business Development Manager – Emerging Markets

Esri; Redlands (CA); On-site; USD 114,000 - 218,000; Full time

Job summary

Esri is seeking a Senior Business Development Manager in the United States to drive geospatial technology adoption through distributors and partners. You will shape opportunities across regions, align with donor- or fund-financed programs, and help countries achieve measurable development outcomes.

You will collaborate with regional and sector teams, build long-term partnerships, and lead strategic engagements with executives, while navigating global funding ecosystems and complex donor programs.

Qualifications

• 5+ years of experience gathering and designing technical specifications to solve customer needs.
• Experience selling enterprise software solutions directly and through a channel.
• Expert in negotiation and strategic engagements.
• Advanced storytelling and experience presenting at conferences and executive level engagements.
• Ability to quickly learn new technology and translate it into solutions.
• Mastery of English and other languages as needed (verbal and written).
• Understanding of GIS, Esri technology, and global funding ecosystems.
• 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%.

Responsibilities

• Drive opportunities by articulating business value with customers, distributors and development partners of diverse scope within the region.
• Think strategically; speak, present, and negotiate with executives and stakeholders; shape growth plans and funding opportunities.
• Partner with customers and distributors; facilitate meetings and mentor team members; influence across regions and partners.
• Drive results by identifying, shaping, and advancing opportunities with funding institutions and distributors.

Skills

Enterprise software sales

Negotiation

Strategic engagements

Storytelling

Tech adaptability

English proficiency

GIS domain knowledge

Global funding ecosystems

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 business development experience to help advance the use of geographic technology across emerging markets and global funding programs. You will work closely with Esri’s regional and sector teams, distributor network, and development partners. You will work together to identify and shape opportunities across multiple regions, position geospatial technology within major donor- or fund-financed programs, and help beneficiary countries achieve measurable development outcomes.

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%

Recommended Qualifications

• 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

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: $114,400 USD - $218,400 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 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.

Equal Opportunity Employer

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.

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.