Senior Business Development Manager – Utilities & Telecom (APAC)

About the role

Esri is looking for a Senior Business Development Manager for its APAC region, focusing on utilities and telecom. The role works with Esri's distributor network to co-sell and promote the adoption of Esri technology, helping customers optimize and expand its use while identifying new growth areas.

Key responsibilities

• Drive opportunities by articulating business value to customers and distributors of diverse scope, creating opportunities in new lines of business and market segments.
• Speak, present and negotiate with executives and key stakeholders, and give input into the region's business and strategic growth plan.
• Build and nurture long-term partnerships with customers and distributors, facilitate client and distributor meetings, and mentor team members.
• Lead the Executive Review with distributors to finalize terms and conditions of an enterprise agreement.
• Compete effectively in competitive situations using research and advanced industry and country knowledge.

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%.

Required skills

• Expertise in negotiation and strategic engagements.
• Strong presentation skills, including at conferences and executive-level events.
• Quick ability to learn new technology and turn it into customer solutions.
• Mastery of English and other languages as needed.
• Understanding of GIS, Esri technology and the utilities and telecom industries.

Preferred: experience in BI, marketing, market planning, supply chain or similar areas, or in a global consulting organization; a Master's degree. Candidates who do not meet all preferred qualifications are encouraged to apply.