Sr. Partner Manager Utilities, Telecom, Rail

Esri • Redlands, CA

36d • $104,000 - $176,800

About The Position

Our senior partner managers build and strengthen relationships with systems integrators and business partners 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 utilities, telecom, and rail, 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 and/or relevant consulting or program management experience
• Experience working in and supporting utilities, telecom, or rail
• Experience managing the sales cycle, creating partnerships, and establishing yourself as a trusted advisor
• Domestic and International experience with a business partner network and systems integrators
• Expert visual storyteller and negotiator across all levels of an organization
• Advanced experience creating and managing sales strategies and development plans at multiple levels including individual partners, national accounts, and across industries
• Familiarity with Esri technology in support of partner campaigns across the lifecycle (planning, targeting, analysis, communications)
• Established experience in channel management and/or business partner development and ability to develop, articulate, and execute an industry channel strategy
• Ability to travel domestically or internationally 25-50%
• Bachelor's 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 in GIS, business administration, or a related field

Responsibilities

• Collaborate with others.
• Work with Esri account managers, business development, and industry marketing leads to develop sales and marketing plans for partners.
• Assist, support, and drive business partners in closely aligning their development, marketing, and sales plans with Esri's strategic goals and objectives.
• Actively share knowledge and support and mentor team members within your team.
• Drive opportunities.
• Actively seek sales and sales development opportunities with existing partners and systems integrators.
• Help align the needs of Esri sales teams with partners' offerings and capabilities to drive new or further existing sales goals.
• Leverage CRM to manage opportunities and drive the buying process.
• Drive results.
• Identify and engage with new and existing key and major growth partners in the Esri Partner Network Program.
• Engage select partners in crafting and executing go to market plans.
• Assist business partners in defining/refining/renewing/reviewing Esri-based solutions and offerings.
• Be a strategic leader.
• Help drive Esri's Partner Network business goals and procedures internally and externally.
• Be a balanced advocate in support of both the Partner and Esri's strategic and tactical goals, at scale.
• Attend key events to present on behalf of Esri and work to recruit new business partners.

Benefits

• 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$104,000-$176,800 USD

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Number of Employees: 101-250 employees