Sr. Business Development Manager – Emerging Markets

Esri; Washington (District of Columbia); On-site; USD 114,000 - 218,000; Full time

Benefits offered by this job

Medical

Dental

Vision

Life insurance for employees and their

Job summary

Esri is seeking a Senior Business Development Manager who collaborates with distributors to co-sell and promote Esri technology. Leverage enterprise sales and multi-channel development experience to advance geographic technology across markets and funding programs.

You will work closely with Esri’s regional and sector teams, distributor network, and development partners. You will identify and shape opportunities across regions, position geospatial technology within major donor- or fund-financed

Qualifications

• 5+ years supporting customer needs with technical specifications.
• Experience selling enterprise software via direct or channel.
• Strong negotiation and strategic engagement skills.
• Advanced storytelling and executive presentation abilities.
• Ability to quickly learn new technology and translate to solutions.
• Fluency in English; multilingual abilities as needed.
• Understanding of GIS, Esri tech and global funding ecosystems.
• Bachelor’s degree in GIS or related field; visa not available.
• Ability to travel globally 25–50%.

Responsibilities

• Drive opportunities with customers, distributors, and partners to create growth.
• Articulate business value and influence at executive levels.
• Build long-term partnerships with customers and distributors.
• Navigate competitive situations and shape funding-related opportunities.

Skills

Enterprise software sales

Channel sales

Negotiation

Executive-level presentation

Storytelling

Rapid learning

English proficiency

GIS knowledge

Global funding ecosystems

Travel willingness

Education

Bachelor’s degree in GIS, business administration, or a related field

Master’s degree in GIS, business administration, or a 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

• medical
• dental
• vision
• basic and supplemental life insurance for employees (and their families)
• 401(k)
• profit‑sharing programs
• minimum accrual of 80 hours of vacation leave
• twelve paid holidays throughout the calendar year
• 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.

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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