Sr. Business Development Manager Utilities & Telecom (APAC)

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 ­­­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 experience 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 the utilities & telecom 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

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