Sr. Partner Manager - AWS

ESRI; Redlands (CA); On-site; USD 100,000 - 140,000; Full time

Job summary

ESRI in Redlands, California is seeking a Sr. Partner Manager to build and strengthen relationships with business partners and systems integrators, focusing on driving revenue growth and ArcGIS adoption. This role will manage strategic partnerships, execute go-to-market initiatives, and negotiate agreements.

The ideal candidate has significant experience in enterprise sales and partner management, along with strong communication skills. This position requires a bachelor's degree and the ability to travel domestically or internationally. Join ESRI and contribute to a supportive culture that promotes creativity and collaboration.

Qualifications

• 5+ years of relevant experience in enterprise sales or partner management.
• Proficient in solution selling and consultative engagement.
• Strong understanding of pipeline management and forecasting.

Responsibilities

• Manage partner relationships and ensure alignment on goals.
• Own partner-influenced pipeline targets and execute account planning.
• Execute co-sell and resell engagements aligned to priorities.
• Articulate value propositions and communicate ROI effectively.
• Negotiate moderately complex agreements within established guidelines.

Skills

Enterprise sales

Partner management

Solution selling

Relationship building

Education

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

Job description

Overview

Our senior partner managers build and strengthen relationships with business partners and systems integrators to collaboratively sell and promote the adoption of Esri's technology. This Sr. Partner Manager role will be responsible for the AWS strategic partnership. The role will focus on GTM Sales initiatives with AWS to drive revenue growth and ArcGIS adoption. You will work closely with internal teams across the organization and Esri's distributor network to help partners take full advantage of our technology and market presence.

At Esri, we are committed to our customers and their success. It is a place for you to do your best work and partner with our customers amid a supportive culture that encourages creativity, collaboration, and passion.

Responsibilities

• Manage Partner Relationships. Develop and maintain productive relationships with assigned partners within the Esri Partner Network. Build trusted connections with partner stakeholders and support executive engagement as needed. Communicate effectively across internal and partner teams to ensure alignment on goals, priorities, and execution plans.
• Drive Pipeline & Revenue Execution. Own partner-influenced and partner-sourced pipeline targets for assigned accounts or segments. Execute joint account planning and co‑sell motions to progress opportunities and close deals. Monitor pipeline health, forecasts, and performance metrics to improve deal velocity and results.
• Execute Joint Go‑to‑Market Initiatives. Independently execute co‑sell and resell engagements aligned to regional or industry priorities. Enable partner teams on Esri offerings, messaging, and sales motions. Collaborate with sales, marketing, and business development teams to support coordinated campaigns and opportunity progression.
• Apply Solution Selling & Market Insight. Articulate differentiated value propositions and clearly communicate ROI to customer decision makers. Apply market analysis concepts to identify growth opportunities and competitive positioning. Contribute insights to support industry strategies and targeted marketing efforts.
• Structure & Negotiate Agreements. Independently structure and negotiate moderately complex agreements within established program guidelines, including pricing, discounts, and participation models. Balance partner and company objectives while identifying risks and ensuring scalable, repeatable deal structures.

Requirements

• 5+ years of enterprise sales, partner management, alliance management, or related experience
• Experience driving partner‑influenced or partner‑supported pipeline and revenue growth
• Demonstrated proficiency in solution selling and consultative engagement with enterprise customers
• Strong understanding of pipeline management concepts, forecasting, and deal progression
• Experience executing co‑sell or reseller go‑to‑market motions
• Ability to negotiate moderately complex agreements within established frameworks
• Strong relationship‑building and communication skills across internal and external stakeholders
• Ability to operate independently and manage competing priorities
• Technical familiarity with enterprise software platforms
• Familiarity with Esri technology in support of partner campaigns across the lifecycle (planning, targeting, analysis, communications)
• Ability to travel domestically or internationally 25‑50%
• 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.

Recommended Qualifications

• General knowledge of data science or spatial analysis and how it is used for problem solving and uncovering patterns and trends within organizations
• Awareness of marketing tactics and strategies
• Master's degree in GIS, business administration, or a related field

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.