Strategic Partner Growth Lead — Natural Resources (GIS)

Esri; Denver (CO); On-site; USD 107,000 - 182,000; Full time

Job summary

Esri in Denver seeks a Senior Partner Manager to cultivate and expand relationships with our partner network and systems integrators, driving joint go-to-market, pipeline, and revenue growth across oil and gas, renewables, agriculture, forestry, and mining.

You will lead strategy, negotiate agreements within guidelines, and collaborate with internal teams to promote Esri’s technology while supporting partner campaigns through the lifecycle.

Qualifications

• 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.

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.

Skills

Enterprise sales

Partner management

Alliance management

Solution selling

Forecasting

Co-sell / reseller GTM

Negotiation

Relationship building

Communication skills

Independent work

Enterprise software familiarity

GIS/Esri knowledge

Education

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

Master’s degree in GIS, business administration, or related field

Job description

Esri in Denver seeks a Senior Partner Manager to cultivate and expand relationships with our partner network and systems integrators, driving joint go-to-market, pipeline, and revenue growth across oil and gas, renewables, agriculture, forestry, and mining.

You will lead strategy, negotiate agreements within guidelines, and collaborate with internal teams to promote Esri’s technology while supporting partner campaigns through the lifecycle.