Sr. Partner Manager – System Integrators
Esri
$107,120 - $182,104 / year
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Description
Overview
Our senior partner managers build and strengthen relationships with business partners and systems integrators to collaboratively sell and promote the adoption of Esri’s technology. This Sr. Partner Manager role will be responsible for strategic partnerships with System Integrators. This role will be focused on GTM Sales initiatives with specific System Integrators to drive revenue growth and ArcGIS adoption. We invite you to use your experience and passion to increase revenue, drive Esri’s presence in various industries, and identify key partner solutions. You will work closely with internal teams across the organization and Esri’s distributor network to help partners take full advantage of our technology and market presence.
At Esri, we are committed to our customers and their success. It is a place for you to do your best work and partner with our customers amid a supportive culture that encourages creativity, collaboration, and passion.
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
- Experience driving partner-influenced or partner-supported pipeline and revenue growth
- 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
- Ability 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)
- Ability to travel domestically or internationally 25–50%
- Bachelor’s degree in GIS, business administration, or a related field
- Visa sponsorship is not available for this posting. Applicants must be authorized to work for any employer in the U.S.
Recommended Qualifications
- General knowledge of data science or spatial analysis and how it is used for problem solving and uncovering patterns and trends within organizations
- Awareness of marketing tactics and strategies
- Master’s degree in GIS, business administration, or a related field
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Total Rewards
Esri’s competitive total rewards strategy includes industry-leading health and welfare benefits: medical, dental, vision, basic and supplemental life insurance for employees (and their families), 401(k) and profit-sharing programs, minimum accrual of 80 hours of vacation leave, twelve paid holidays throughout the calendar year, and opportunities for personal and professional growth. Base salary is one component of our total rewards strategy. Compensation decisions and the base range for this role take into account many factors including but not limited to skill sets; experience and training; licensure and certifications; and other business and organizational needs.
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.
Benefits
- health insurance
- 401(k)
- stock options
- life insurance
About this role
Esri is seeking a senior partner manager to own relationships with system integrators and drive revenue growth through co-sell initiatives. You'll manage assigned partner accounts, own pipeline targets, and execute joint go-to-market campaigns that expand ArcGIS adoption across industries. The role requires you to work independently while coordinating across Esri's internal sales, marketing, and business development teams, as well as the distributor network, to enable partners and progress deals.
This position calls for at least five years in enterprise sales, partner management, or alliance work, with proven success driving partner-influenced pipeline and revenue. You'll need strong solution-selling skills, pipeline management expertise, and experience negotiating moderately complex agreements. Familiarity with Esri's technology and enterprise software platforms is expected, along with the ability to travel 25–50% domestically or internationally. A bachelor's degree in GIS, business administration, or a related field is required; visa sponsorship is not available.
The role is based in Globe, Arizona and requires in-office work. Esri offers competitive benefits including health coverage, 401(k) with profit-sharing, a minimum of 80 vacation hours annually, twelve paid holidays, and professional development opportunities. The salary range is $107,120–$182,104.
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Pay for this role
$107,120 to $182,104 per year
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