Sr. Business Development Manager – National Mapping

Esri; Denver (CO); On-site; USD 114,000 - 218,000; Full time

Benefits offered by this job

Health benefits

401(k) and profit-sharing

Paid vacation and holidays

Job summary

Esri is seeking a Senior Business Development Manager to accelerate enterprise software sales through its distributor network. You will articulate the value of Esri technology and help customers adopt geographic information system solutions on a national level.

The role emphasizes strategic thinking, executive engagement, and cross-functional influence. You will collaborate with account teams and distributors, lead negotiations, and drive growth while traveling globally 25-50% to expand

Qualifications

• 5+ years designing technical specifications to solve customer needs.
• Experience selling enterprise software directly and through a channel.
• Expert in negotiation and strategic engagements.
• Advanced storytelling and executive-level presentation skills.
• Ability to quickly learn new technology and translate it into solutions.
• Mastery of English and other languages as needed.

Responsibilities

• Drive opportunities with distributors and Esri account teams to articulate value of Esri software and services.
• Think strategically, present, and negotiate with executives and stakeholders; contribute to growth plans.
• Build and nurture long-term partnerships with customers and distributors; mentor team members.
• Lead executive reviews with distributors to finalize terms of enterprise agreements and address competitive scenarios.

Skills

Enterprise software sales

Negotiation

Executive presentations

Storytelling

Learning agility

English proficiency

GIS knowledge

Travel readiness

Channel collaboration

Education

Bachelor’s degree in GIS

Master’s degree in GIS (preferred)

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.

Responsibilities

• Drive opportunities. Collaborate with Esri account teams and distributors to articulate the vision, roadmap, and business value of Esri software and services within targeted national mapping organizations. 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 plans for the national mapping industry and across regions. Demonstrate expert knowledge of product components, application, and GIS value propositions of Esri technology across regions.
• 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 topographic mapping as they relate to one another
• Bachelor’s degree in GIS, geomatics, 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 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, geomatics, business administration, or a related field
• Professional proficiency in Spanish preferred; additional language skills are a plus

Questions about our interview process? We have answers.

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.

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.

Esri 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.