Sr. Partner Manager – National Government

Esri • Vienna, VA

5d • $107,120 - $182,104 • Onsite

About The Position

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.

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.

Nice To Haves

• 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

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.

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
• opportunities for personal and professional growth

What This Job Offers

• Job Type: Full-time
• Career Level: Senior