Sr. Partner Manager – National Government

Esri; Vienna (VA); On-site; USD 107,000 - 182,000; Full time

Job summary

Esri is seeking a Senior Partner Manager to grow our partner ecosystem and drive revenue in National Government, Education, and Nonprofit sectors. You will manage partner relationships, execute co-sell and OEM engagements, and translate technical capabilities into business value.

Requires 5+ years in enterprise sales or partner management and the ability to travel 25–50%. The role collaborates with internal teams and Esri’s distributor network to accelerate opportunities, forecast performance,

Qualifications

• 5+ years in enterprise sales or partner management.
• Proven ability to drive partner-influenced pipeline and revenue.
• Experience with co-sell, reseller, and OEM go-to-market motions.
• Strong negotiation and relationship-building skills.
• Ability to travel 25–50% domestically or internationally.
• Bachelor’s degree in GIS, science/engineering, business or related field.

Responsibilities

• Manage Partner Relationships: Develop and maintain productive relationships with assigned partners within the Esri Partner Network.
• Drive Pipeline & Revenue Execution: Own and drive partner-influenced and partner-sourced pipeline targets and forecasts.
• Execute Joint Go-to-Market Initiatives: Independently execute co-sell, resell, and OEM engagements aligned to priorities.
• Apply Solution Selling & Market Insight: Articulate ROI and market opportunities, supporting industry strategies.
• Structure & Negotiate Agreements: Independently structure and negotiate moderately complex agreements within guidelines.

Skills

Enterprise sales

Partner management

Alliance management

Co-sell / OEM

Negotiation

Relationship building

Communication

Independent work

Technical familiarity

Travel 25-50%

Bachelor’s degree

Education

Bachelor’s degree in GIS, science/engineering, business administration

Master’s degree in GIS or 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. We invite you to use your experience and passion to increase revenue, drive Esri’s presence in the National Government, Education, and Nonprofit industries, and help develop and grow solutions and offerings with our partner ecosystem. 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.

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. We invite you to use your experience and passion to increase revenue, drive Esri’s presence in the National Government, Education, and Nonprofit industries, and help develop and grow solutions and offerings with our partner ecosystem. 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 grow our channel revenue 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 business and technical alignment on goals, priorities, and execution plans.
• Drive Pipeline & Revenue Execution. Own & drive 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, resell, and OEM (sublicensing) 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 with a strong understanding of pipeline management, forecasting and deal progression.
• Demonstrated proficiency in solution selling and consultative engagement with enterprise customers
• Experience executing co-sell, reseller, and OEM (sublicense) go-to-market motions
• Ability to negotiate moderately complex agreements within established frameworks
• Strong relationship-building, communication, and presentation skills across internal and external stakeholders
• Ability to operate independently and manage competing priorities
• Technical familiarity with enterprise software platforms, and Esri technology in support of partner campaigns across the lifecycle (planning, targeting, analysis, communications)
• Ability to translate technical capabilities into business value propositions for business partners
• Ability to travel domestically or internationally 25–50%
• Bachelor’s degree in GIS, science/engineering, 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, spatial analysis and how organizations apply them to solve problems and uncover patterns and trends
• Familiarity with technology licensing business models
• Basic understanding of emerging technologies including AI, IoT, remote sensing, digital twins, big data, cloud computing, and autonomous systems
• Awareness of marketing tactics and strategies
• Master’s degree in GIS, science/engineering, business administration, or a related field

Questions about our interview process?

We have answers.

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.

A reasonable estimate of the base salary range is: $107,120 USD - $182,104 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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