Business Development Manager

Esri   •  

Coral Gables, FL

Industry: Technology

  •  

5 - 7 years

Posted 38 days ago

OVERVIEW

Do you have experience developing business in enterprise software solutions within the region of Latin America, in a team environment, directly and through channels? Are you a top performing sales and business development executive who wants to continue building a winning career? Utilize your understanding of the region’s culture, organizations, and multi-channel software business development experience to help Latin American organizations leverage geographic technology to achieve its goals.

RESPONSIBILITIES

  • Create business development and sales strategies that employ direct and channel approaches to significantly expand the use of Esri’s solutions in Latin American nations
  • Ensure the continued success of key Esri’s platform implementations in the region
  • Collaborate with Esri staff and Esri distributors sales team to create an opportunity development plan that is actionable and provides a clear direction for key customer and prospects accounts within the geographic portfolio
  • Orchestrate virtual teams of Esri staff, Esri distributor, strategic partners, and integrators to support the development and execution of sales strategies for specific opportunities
  • Work directly with Esri’s distributors to represent to customers and prospects the value of Esri’s technology and solutions supported by business case development, references, and ROI
  • Maintain familiarity with Esri offerings for the key industries in the region
  • Represent Esri in regional and user conferences, partner events, and a variety of public speaking opportunities

REQUIREMENTS

  • 7+ years of experience providing technical solutions to Latin America customers (government and/or commercial organizations)
  • Demonstrated ability to sell enterprise software solutions directly and through a channel in a team environment, or demonstrated ability to work as a team promoting and developing software solutions in Latin America, Central America, and/or the Caribbean
  • Experience responding to RFPs, RFIs, and tenders in complex environments and short timeframes
  • Demonstrated ability to manage the acquisition cycle including prospecting, proposing, closing, and further developing an account
  • Highly emotionally aware individual with the ability to influence at the “C” level to build long term relationships and maintain open communication throughout the organization
  • Ability to quickly learn new technology and translate it into solutions that address customer needs
  • Excellent communication and negotiation skills
  • Bilingual English/Spanish (verbal and written); Portuguese is a plus
  • Ability to travel extensively throughout the region with occasional travel within the US
  • Bachelor’s or master’s in engineering, business administration, GIS, or a related field, or equivalent work experience

RECOMMENDED QUALIFICATIONS

  • In-depth knowledge in one or more key industries: water/wastewater, utilities (electric, telco), natural resources, local government, land management, transportation
  • Ability to develop competencies in other individual contributors and teams with a goal toward self-sufficiency in that group
  • Public speaking experience
  • Awareness of marketing tactics and strategies
  • Highly motivated team player with a mature, positive attitude and a passion for driving the use of GIS to meet the challenges and opportunities of business
  • Knowledge of and experience using Esri products.