Sr. Partner Manager - AWS

Esri•Redlands, CA

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. This Sr. Partner Manager role will be responsible for the AWS strategic partnership. This role will be focused on GTM Sales initiatives with AWS to drive revenue growth and ArcGIS adoption. We invite you to use your experience and passion to increase revenue, drive Esri’s presence in various industries, and identify key partner solutions. 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.

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.

Nice To Haves

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

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.