Sr. Partner Manager

Responsibilities

• Manage Partner Relationships.
• Develop and maintain productive relationships with assigned partners within the Esri Partner Network.
• Build trusted connections with partner stakeholders and support executive engagement as needed.
• Communicate effectively across internal and partner teams to ensure alignment on goals, priorities, and execution plans.
• Drive Pipeline & Revenue Execution.
• Own partner-influenced and partner-sourced pipeline targets for assigned accounts or segments.
• Execute joint account planning and co-sell motions to progress opportunities and close deals.
• Monitor pipeline health, forecasts, and performance metrics to improve deal velocity and results.
• Execute Joint Go-to-Market Initiatives.
• Independently execute co-sell and resell engagements aligned to regional or industry priorities.
• Enable partner teams on Esri offerings, messaging, and sales motions.
• Collaborate with sales, marketing, and business development teams to support coordinated campaigns and opportunity progression.
• Apply Solution Selling & Market Insight.
• Articulate differentiated value propositions and clearly communicate ROI to customer decision makers.
• Apply market analysis concepts to identify growth opportunities and competitive positioning.
• Contribute insights to support industry strategies and targeted marketing efforts.
• Structure & Negotiate Agreements.
• Independently structure and negotiate moderately complex agreements within established program guidelines, including pricing, discounts, and participation models.
• Balance partner and company objectives while identifying risks and ensuring scalable, repeatable deal structures.

Requirements

• 5+ years of enterprise sales, partner management, alliance management, or related experience.
• Demonstrated proficiency in solution selling and consultative engagement with enterprise customers.
• Strong understanding of pipeline management concepts, forecasting, and deal progression.
• Experience executing co-sell or reseller go-to-market motions.
• Ability to negotiate moderately complex agreements within established frameworks.
• Strong relationship-building and communication skills across internal and external stakeholders.
• Able to operate independently and manage competing priorities.
• Technical familiarity with enterprise software platforms.
• Familiarity with Esri technology in support of partner campaigns across the lifecycle (planning, targeting, analysis, communications).
• Able to travel domestically or internationally 25–50%.

Qualifications

• Bachelor’s degree in GIS, business administration, or a related field.
• Master’s degree in GIS, business administration, or a related field recommended.