Esri Partner Manager

ESRI Partner Manager
About the Role

The Partner Manager - Esri & Distributor Ecosystem is responsible for owning and expanding the company's strategic partnership with Esri and managing relationships with Esri distributor companies. This role is expected support our ArcFM Software business by improving how Schneider Electric and Esri (including it's authorized distributors) collaborate on our respective roadmaps AND on commercial strategies. This role serves as the primary interface between the company, Esri, and Esri distributors-ensuring alignment on product & commercial strategy, and supporting escalations on go‑to‑market decisions, project execution, and partner performance when Esri and Schneider Electric are working with the same partners/distributors. The role is global in scope.

For this U.S. based position, the expected compensation range is $185,000 - $210,000 per year, which includes base pay and short-term incentive.

The compensation range for this full-time position applies to candidates located within the United States. Our salary ranges are determined by reviewing roles of similar responsibility and level. Within the salary range, individual pay is determined by several factors including performance, knowledge, job related skills, experience, and relevant education or training. Schneider Electric also offers a comprehensive benefits package to support our employees, inclusive of medical (with member reward points), dental, vision, and basic life insurance, Benefit Bucks (credits to apply towards your benefits) flexible work arrangements, paid family leaves, 401(k) + match, well-being and recognition (including service anniversary) programs, 12 holidays per year, 15 days of paid time off per year (pro-rated in the first year of employment based on start date), opportunity to purchase company stock (eligibility depends on start date), and military leave benefits.

You must submit an online application to be considered for the position. The Company will accept applications on an ongoing basis until the position is filled.

Key Responsibilities

Esri Strategic Partnership Management

• Serve as the primary owner of the company's partnership with Esri
• Become fully emersed with Esri partner programs, policies, and lifecycle (Build‑With, Sell‑With, Deliver‑With)
• Coordinate regular engagement with Esri partner managers, sales leaders, and technical teams and Schneider Electric stakeholders.
• Ensure compliance with Esri partnership requirements, benefits as well as agreements, and reporting
• Represent the company in Esri‑led initiatives, launches, and strategic programs

• Manage relationships with Esri distributor companies (global)Own the relationship with Esri distributor companies who will be or are ArcFM Authorized Resellers.
• Act as the central point of coordination between Esri distributors, ArcFM Resellers, Esri, and internal teams
• Lead Esri distributor commercial onboarding, , and ongoing performance management
• Conduct QBRs with ArcFM Resellers focused on:
  • ArcFM Software Pipeline and revenue
  • ArcFM Solution adoption
  • Market expansion and customer outcomes
• Support Esri distributors in positioning and selling repeatable solutions built on ArcGIS and ArcFM
• Engage with Digital Grid's Partner Success Organization and Digital Grid Customer Operations on implementation strategies involving Certified EcoXpert or internal/direct delivery resources.

• Contribute to Regional Orders Targets with partner‑sourced and Esri distributor‑led business aligned with regional goals
• Support co‑sell motions involving:
  • Esri direct sales
  • Esri Distributor sales teams
  • EcoXpert Solution Partners
  • Internal account teams
• Facilitate deal registration, forecasting, and escalation management
• Help Esri distributors identify and prioritize high‑impact verticals (e.g., government, utilities, AEC, environmental, infrastructure)

• Ensure Esri distributors are enabled on:
  • Product positioning and value proposition
  • ArcGIS integrations, APIs, and deployment models
  • Licensing, packaging, and procurement models
• Coordinate commercial enablement, documentation, demos, and reference architectures
• Partner with product and engineering teams to support ArcGIS compatibility and roadmap alignment
• Capture feedback from Esri and Esri distributors to drive continuous improvement

• Develop and execute joint go‑to‑market plans with Esri and Esri distributor partners alongside internal Sales teams and EcoXpert partners.
• Support co‑marketing activities including:
  • Esri events and user conferences
  • Esri Distributor‑led webinars and campaigns
  • Marketplace and solution catalog listings
• Align messaging with Esri releases, roadmaps, and industry initiatives
• Support regional market entry and expansion through distributor networks

• Track and report on Esri‑ and ArcFM Reseller related KPIs:

• ArcFM Software Pipeline and Order Intake
• New Software Sales vs. Annual Recurring Revenue
• Esri Distributor engagement and activation
• ArcFM Solution adoption and renewal performance with support from Customer Success Management organization.

• Bachelor's degree in Geography, GIS, Business, Computer Science, or related field
• 5+ years of experience in:
• Partner management
• Channel sales
• GIS or geospatial technology
• Direct experience working with Esri and/or Esri distributors
• Strong understanding of ArcGIS products, services, and partner models
• Proven ability to manage complex, matrixed partner relationships
• Excellent communication, negotiation, and stakeholder management skills
• Experience with the Electric utility industry - including trends, challenges and the IT landscape is preferred
• Excellent English communication skills (written, verbal, visual), both for internal audiences at all levels of the organization and customer-facing messaging.
• Ability to manage multiple projects and stakeholders in a fast-paced environment.
• Basic knowledge about electrical power engineering, and T&D network concepts is preferred
• Excellent collaboration and good organizational skills
• Willingness to travel