**Organization and Background:

Established in 1996, Esri India Technologies Pvt. Ltd. (Esri India), the market leader in geographic information system (GIS) software, location intelligence, and mapping solutions in India, helps customers unlock the maximum potential of their data to improve operational and business decisions. It has delivered pioneering enterprise GIS technology, powered by ArcGIS, to more than 6,500 organizations in government, private, academia, and non-profit sectors.

The company also offers Indo ArcGIS, a unique GIS technology, solution products, and data offering suited for government organizations.

Esri India collaborates with a rich ecosystem of partner organizations to deliver GIS and location intelligence-based solutions. Headquartered in Noida (Delhi NCR), the company serves close to 1.5 million users nationwide and is distinguished by a diverse workforce, with women comprising more than 40% of its employees.

Website: GIS Software, Location Intelligence, Mapping Platform | Esri India

Role Overview:**

- Develop and own partner strategy, strategic account plans, and key executive relationships - including growth opportunities, action planning, and revenue forecasting.
- Drive given goals and channel revenue target in the assigned region.
- Achieve revenue targets via assigned/managed partners within given region. Do regular analysis and optimisation of channel partners.
- Developing and executing territory plans with channel partners and aligning partner plans with Esri India Industry priorities – Govt (central and states, education, Utility, Telecom, Mining, Infrastructure, Transportation, URBAN & AEC industry.
- Recruiting, training and enabling channel partners.
- Build Sales, Pre-Sales and Delivery capabilities within Channel Partners.
- Establish and build long-term and productive relationships with channel partners.
- Structure proposals working with internal teams to negotiate and close deals.
- Be the first point of contact for partners around all key areas (enablement,



opportunity assistance & closures, lead generation, training, etc.)
- Maintain a thorough understanding of Esri India product & solution offering and its competitive advantages, actively monitor competitive landscape and provide feedback to the business.
- Plan and drive activities with assigned managed partners to drive maximum return to engagements.
- Gain a deep understanding of assigned/managed channel partners to manage and maintain/update information in internal CRM Systems SFDC. Ensuring all information supplied is up-to-date, accurate and comprehensive.
- Actively contribute towards the improvement of team and operation, participating in team meetings, discussions and other activities with a focus on development & revenue goal attainment.
- Providing on-going support to the entire Esri India team’s in the region

Desired skillset:

- Must have a robust understanding of partner ecosystem in assigned region.
- Must have exposure of Govt, Utility, business in the past with proven track record of business growth.
- Ability to drive thought-leadership discussion with key executive sponsors of assigned/managed partners.
- Sound understanding and knowledge of sales & business development along with partner management.
- Experience in developing & successfully executing channel programs.
- Proven track record of managing indirect sales teams within assigned partners.
- Team player with ability to work with and navigate through various cross functional teams @ Esri India including and not restricted to sales, pre-sales, marketing, technical support, etc.
- Manage and maximize customer acquisition and growth through our channel partners. Implement processes for managing, engaging, and expanding partnerships.
- Understanding of enterprise applications/software including GIS.
- Ability to assist partners in driving customer engagements including ability to take joint meetings with end customers and channel partners.
- Understanding of Partner Ecosystem (Resellers, Local SIs and Services Partner).
- Understanding of Distributor relationship and Distribution management.

📌 Channel Sales Manager (Bengaluru)
🏢 Esri India
📍 Bengaluru