About this role
Company Overview: Esri is the global leader in geographic information system (GIS) software, location intelligence, and digital mapping. The ArcGIS platform enables organizations around the world to apply geographic science and spatial analytics to better understand complex systems and solve real-world challenges. More than 700,000 organizations rely on ArcGIS, including 70% of the largest global companies, national governments, all 50 U.S. states, and thousands of commercial enterprises. Esri remains privately held and committed to long-term, sustainable growth. Role Overview: Esri's senior business development managers collaborate with distributors to co-sell and promote the adoption of Esri technology. This role is built for someone with deep expertise in national defense, intelligence, or public safety who can bring that domain knowledge to the European region's national security agencies. The right candidate will work closely with Esri's distributor network to help customers optimize and expand adoption of Esri technology, identify new areas of growth, and deliver expertise that helps deliver on their mission and vision. Responsibilities: Drive opportunities. Articulate business value with customers and distributors of diverse scope within the Europe region to create opportunities within new lines of business and market segments. Proactively drive value and growth across distributor, customer, and Esri. Think strategically. Expertly speak, present, and negotiate with executives and key stakeholders. Possess strong global and financial skills and provide input into the business and strategic growth plan for the region. Demonstrate expert knowledge of product components, application, and GIS value propositions of Esri technology in the Europe region. Partner with others. Build and nurture long-term partnerships with customers and distributors. Facilitate client and distributor meetings that contribute impactful ideas. Influence those internally and externally through communication of ideas and strategies at all business levels. Actively share knowledge and support and mentor team members. Drive results. Lead the Executive Review with distributors to finalize terms and conditions of an enterprise agreement. Demonstrate the ability to be put into any competitive situation and displace competition through research and advanced industry and country knowledge. Requirements: 5+ years of experience in enterprise sales, channel sales, or a client-facing role such as program or project management with demonstrated ability to drive business outcomes and stakeholder engagement; enterprise software experience is a plus Deep domain expertise in national security, with experience working in defense, intelligence, public safety, border control, law enforcement, emergency management, or emergency services Expert in negotiation and strategic engagements Advanced storytelling skills and experience presenting at conferences and executive level engagements Ability to quickly learn new technology and translate it into solutions that address customer needs Mastery of English and other languages as needed (verbal and written) Understanding of GIS, Esri technology, and national security as they relate to one another Bachelor’s degree in GIS, business administration, or a related field Ability to travel 20–50% within the European region Recommended Qualifications: Knowledge of national security industry players, including technology partners, competitors, funders, and more Experience working in the areas of BI, marketing, market planning, supply chain, or other key business areas Experience working for a global consulting organization involved in business process improvement in the areas of engineering, operations, customer care, and finance Demonstrated experience in co-developing proposals to respond to RFPs, RFIs, and tenders as appropriate Master’s degree in GIS, business administration, or a related field