Sr. Partner Manager – System Integrators

ESRI; Vienna (VA); On-site; USD 107,120 - 182,104; Full time

Benefits offered by this job

Health and welfare benefits

401(k) and profit-sharing programs

Minimum accrual of 80 hours of vacation leave

Twelve paid holidays

Job summary

ESRI in Virginia is looking for a Sr. Partner Manager who will enhance partnerships with system integrators to promote the adoption of Esri's technology. This role involves managing partner relationships, driving revenue execution, and executing joint go-to-market initiatives.

The ideal candidate will have over 5 years of relevant experience and a strong understanding of solution selling. A competitive total rewards package is offered including comprehensive benefits and a base salary range of $107,120 — $182,104 USD.

Qualifications

• 5+ years of enterprise sales, partner management, or related experience.
• Strong understanding of pipeline management concepts and forecasting.
• Experience executing co-sell or reseller go-to-market motions.

Responsibilities

• Develop and maintain productive relationships with assigned partners.
• Own partner-influenced and partner-sourced pipeline targets.
• Independently execute co-sell and resell engagements.

Skills

Enterprise sales experience

Partner management

Solution selling

Communication skills

Negotiation skills

Education

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

Tools

Familiarity with Esri technology

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 strategic partnerships with System Integrators, focusing on GTM Sales initiatives with specific System Integrators 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.

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

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 $107,120 — $182,104 USD.

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.