Sr. Business Development Manager- National Security

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Esri is hiring a Sr. Business Development Manager for national security in Rotterdam to partner with distributors across Europe to co-sell Esri technology to national defense, intelligence and security agencies. The role centers on driving opportunities, shaping regional growth plans, and closing enterprise agreements by translating GIS value into compelling business cases, while challenging competitors with deep product knowledge and strategic insight. You will lead executive level engagements, nurture long term partnerships, and mentor teammates. Requirements include 5+ years selling enterprise software through a channel, strong negotiation and storytelling skills, fluency in English and other languages, GIS familiarity, a related bachelor’s degree, and 25-50% travel. Tips: tailor your resume to defense or public safety wins, highlight co-developed proposals and RFP responses, quantify outcomes, and prove onsite Rotterdam readiness.

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 provide geographic technology and solutions to the European region’s national defense, intelligence and security agencies. 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 Europe 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 the Europe 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 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 national security as they relate to one another
• Bachelor’s degree in GIS, business administration, or a related field
• Job based in Rotterdam, Netherlands
• Ability to travel globally 25-50%

Recommended Qualifications

• Experience working with defense, intelligence, and border control organizations
• Experience working with the national public safety industry, including law enforcement, emergency management, and emergency services
• Knowledge of national security industry players, including technology partners, competitors, funders and more
• 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
• Demonstrated experience in co-developing proposals to respond to RFPs, RFIs, and tenders as appropriate
• Master’s degree in GIS, business administration, or a related field

Questions about our interview process?  We have answers.

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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 [email protected] 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.

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