Director, Strategic Alliances (Esri Ecosystem)
Company Description:
SkyWatch is at the forefront of revolutionizing how earth observation data is accessed and utilized globally. Our innovative platform empowers businesses, researchers, and governments to easily integrate satellite data into their operations, driving informed decision-making and unlocking new opportunities for growth and efficiency. Founded on the principle of democratizing access to space-based technology, SkyWatch provides a seamless interface that aggregates data from numerous satellite sources, offering unparalleled access and insights. Whether monitoring agriculture, managing infrastructure, or advancing scientific research, our scalable solutions cater to diverse industries with a commitment to reliability, security, and sustainability.
Our Products:
Our suite of applications is tailored to meet the diverse needs of users on the SkyWatch platform. Whether you are an individual purchasing data for a project, a business seeking to store and share geospatial data, a GIS specialist in need of imagery for maps or workflows, a developer looking to build innovative solutions with our API, or a data provider seeking to sell to our user network, you can do it with SkyWatch.
Our Culture:
Culture is the personality of a company. It is our company's shared beliefs, values, and practices. At SkyWatch, our culture is incredibly important to us, and we practice it every day. Both as a company and in our products, we value simplicity, dependability, and empathy. Let’s face it — the best jobs boil down to a handful of things: getting the chance to work with amazing people in a great culture with leaders who have your back while pursuing a vision that you can get passionate about.
Please note that SkyWatch may use AI throughout various portions of the talent process.
The Mission
We have built a world-class integration within the Esri ecosystem: The Content Store. This native ArcGIS storefront allows users to search, purchase, and publish imagery from global leaders like Airbus, Vantor, Planet, and Nearmap with industry-leading minimums (as low as 5km2).
While user adoption is surging, we are looking for a heavy hitter to bridge the gap between "cool tool" and "Enterprise staple." Your mission is to operationalize our Esri Sales Part Number, ensuring that every Esri Enterprise Agreement (EA) conversation includes SkyWatch Content Store Data Credits.
The Role
As the Director, Strategic Alliances, you will be the primary architect of our Esri channel strategy. You aren't just managing a partnership; you are embedding SkyWatch into the procurement DNA of Esri's largest customers.
Key Responsibilities:
Unlock the Enterprise Channel: Drive the adoption of the SkyWatch Sales Part Number across Esri’s State, Local, and Federal Government accounts.
Internal Evangelism: Build deep, influential relationships with Esri Account Managers, Solution Engineers, and Sector Leads (especially in Denver and Redlands) to ensure SkyWatch is the default recommendation for imagery.
Deal Architecture: Work alongside Esri sales teams to bundle Content Store Data Credits into large-scale Enterprise Agreements (EAs).
Strategic Positioning: Educate the Esri ecosystem on the value of our multi-vendor marketplace (Vantor, Airbus, Spexi, etc.) and our low-friction 5$km^2$ minimums.
Revenue Growth: Take full ownership of the "Enterprise contract through-put" KPI, turning user-level interest into multi-year, high-value contracts.
Who You Are
The Esri Insider: You know the difference between a "Pro" user and an "EA" holder. You understand how Esri reps are compensated and how their procurement cycles work.
The Relationship Builder: You have an existing network within Esri or the broader geospatial community. People trust your technical judgment and your business acumen.
The Closer: You don't just "manage" a channel; you hunt for opportunities to integrate our solutions into larger deals.
The Entrepreneurial Leader: You thrive in a 30-person company environment where you have the autonomy to build a playbook from scratch.
Qualifications
7+ years of experience in Senior Sales, Channel Management, or Business Development within the Geospatial/GIS industry.
Proven track record of navigating Esri Enterprise Agreements (EAs) and government procurement vehicles.
Deep familiarity with commercial imagery providers (Planet, Maxar, Airbus, etc.).
Willingness to travel to Esri regional offices and major conferences (UC, FedGIS).
Located in or willing to relocate to Denver, CO (highly preferred due to proximity to Esri’s regional hub).
Why SkyWatch?
Impact: You are joining a lean team where your work directly moves the needle on company valuation.
Product Market Fit: We have the tech and the users; we just need you to unlock the enterprise "plumbing."
Innovation: Work with the latest in orbital and sub-orbital data, from satellites to the latest Spexi drone captures.
Accessibility at SkyWatch
At SkyWatch, we believe every candidate deserves a fair and inclusive experience. If you require an accommodation at any stage of the recruitment process, please let us know — we're happy to work with you to ensure your needs are met.
To request an accommodation, please advise any member of the talent team or contact us at accommodation@skywatch.com.