About the role

Aplyr's Quick Take

This role is about driving business development for Esri's technology in the APAC region, focusing on partnerships with distributors and enterprise customers. It's primarily an individual contributor position that requires strategic thinking, negotiation skills, and the ability to articulate the value of GIS technology.

Good fit

Ideal candidates have over 5 years of experience in enterprise software sales, particularly in a channel environment. They should be strong communicators who can engage with executives and have a knack for building long-term relationships.

Worth noting

The role involves significant travel and collaboration with a diverse distributor network, which may not suit everyone. There's an emphasis on strategic thinking and negotiation, suggesting a high-pressure environment with competitive dynamics.

Overview

At Esri, our senior business development managers collaborate with distributors to co-sell and promote the adoption of Esri technology. We invite you to utilize your enterprise sales and multi-channel software business development experience to help leverage geographic technology in the APAC region. You’ll 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. Able to articulate business value with customers and distributors of diverse scope within the 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 business and strategic growth plan for the region. Demonstrate expert knowledge of product components, application, and GIS value propositions of Esri technology in 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/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/country knowledge.

Requirements

5+ years of successfully supporting the needs of gathering and designing technical specifications to solve a customer's needs
Experience selling enterprise software solutions directly and through a channel
Expert in negotiation and strategic engagements
Advanced story telling 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 various industries as they relate to one another
Bachelor’s degree in GIS, business administration, or a related field
Ability to travel globally 25-50%

Recommended Qualifications

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

Questions about our interview process? We have answers.

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The Company

At Esri, diversity is more than just a word on a map. When employees of different experiences, perspectives, backgrounds, and cultures come together, we are more innovative and ultimately a better place to work. We believe in having a diverse workforce that is unified under our mission of creating positive global change. We understand that diversity, equity, and inclusion is not a destination but an ongoing process. We are committed to the continuation of learning, growing, and changing our workplace so every employee can contribute to their life’s best work. Our commitment to these principles extends to the global communities we serve by creating positive change with GIS technology. For more information on Esri’s Racial Equity and Social Justice initiatives, please visit our website here.

If you don’t meet all of the preferred qualifications for this position, we encourage you to still apply!

Esri is an equal opportunity employer (EOE) and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability status, protected veteran status, or any other characteristic protected by law. If you need reasonable accommodation for any part of the employment process, please email askcareers@esri.com and let us know the nature of your request and your contact information. Please note that only those inquiries concerning a request for reasonable accommodation will be responded to from this e-mail address.

Esri Privacy Esri takes our responsibility to protect your privacy seriously. We are committed to respecting your privacy by providing transparency in how we acquire and use your information, giving you control of your information and preferences, and holding ourselves to the highest national and international standards, including CCPA and GDPR compliance.

Skills & Tags

go ai product design marketing sales

Aplyr's read

Esri pioneers in geospatial technology, attracting talent passionate about GIS innovation and spatial data management.
Synthesized from recent postings & public sources

What's promising

•Esri is a leader in GIS software, offering robust career opportunities in geospatial technology.
•The company provides a diverse range of roles, from engineering to account management, reflecting its broad industry impact.
•Esri's focus on innovation in GIS technology attracts top-tier talent interested in cutting-edge spatial data solutions.

What to watch

•Limited public information about Esri's work-life balance and company culture.
•The niche focus on GIS may limit career growth for those seeking broader tech industry exposure.
•Potential applicants may face competition due to Esri's reputation as a leading GIS provider.

Why Esri

•Esri's specialization in GIS technology sets it apart in the tech industry.
•The company's global influence in geospatial solutions is unmatched by competitors.
•Esri's commitment to advancing GIS innovation offers unique career opportunities for specialists in this field.

Aplyr’s read is generated by AI from public sources. Was it useful?

About Esri

Esri

esri.com

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Esri (Environmental Systems Research Institute) is a global leader in geographic information system (GIS) software, web GIS, and geodatabase management applications.