Sr. Business Development Manager – Emerging Markets

About the role

Esri invites experienced enterprise sales and multi-channel business development professionals to join its senior business development team for emerging markets. The role works with distributors to co-sell and promote Esri technology, collaborating with regional and sector teams, the distributor network and development partners to position geospatial technology in donor- or fund-financed programs and help beneficiary countries achieve development outcomes.

Key responsibilities

• Identify and drive opportunities with customers, distributors and development partners across emerging markets and global funding programs, articulating business value and proactively creating growth.
• Present and negotiate with executives and key stakeholders, and give input on business and strategic growth plans and funding-related opportunities.
• Show expert knowledge of Esri technology, GIS value propositions and how geospatial solutions support development priorities.
• Assess global funding programs and development initiatives to identify aligned opportunities and shape engagement approaches across regions, sectors, distributors and partners.
• Build and nurture long-term partnerships, facilitate client and distributor meetings, influence internal and external stakeholders, and mentor team members.
• Navigate competitive situations through research and market knowledge, and deliver measurable business outcomes with funding institutions, implementing agencies, distributors, partners and customers.

Required profile

• 5+ years of experience supporting the gathering and design of technical specifications to solve customer needs.
• Experience selling enterprise software solutions directly and through a channel.
• Bachelor's degree in GIS, business administration or a related field.
• Ability to travel globally 25-50%; visa sponsorship is not available, and applicants must be authorized to work in the U.S.

Required skills

• Expertise in negotiation and strategic engagements.
• Strong storytelling skills and experience presenting at conferences and to executives.
• Quick learner who can turn new technology into customer solutions.
• Mastery of English and other languages as needed.
• Understanding of GIS, Esri technology and global funding ecosystems.

Preferred: experience with donor- or fund-financed programs (World Bank, regional development banks, climate funds, EU); experience in BI, marketing, market planning, supply chain or similar areas; experience with a global consulting organization; master's degree.

What we offer

• Estimated base salary range of $114,400-$218,400 USD.
• Medical, dental, vision and life insurance, 401(k) and profit-sharing, 80 hours of vacation and 12 paid holidays.