Position:

Business Development Manager EMEA

Job Description:

Are you ready to join a dynamic and innovative team? Arrow is looking for someone to serve as a Business Development Manager within the EMEA Data Management & Intelligence (DM&I) Alliances organization. With European responsibilities, you will be involved in accelerating a strategic, and fast-growing business across 26 countries in Europe.

Candidates should be able to establish a tight partnership with our strategic DM&I vendors (strategy, roadmap, negotiations), to have in-depth business knowledge in order to support the local teams, and to demonstrate strong communication and leadership skills. 

What makes this role unique?

This is a tremendous opportunity within a highly ambitious DM&I Alliances Division of a Fortune 500 company. The team explores new opportunities and the volume justifies bringing on a professional who can help leveraging best practices, increasing Arrow presence at the vendors and maximizing opportunities across EMEA towards all business models.

You will be identified at the suppliers as the go-to-person for discussing specific initiatives, and for leveraging programs bringing additional incentives / marketing funds, big bet plans, funded heads, or assets unique to Arrow.

You will be a center of expertise and best practices providing support to the regional teams. You will ensure that the local teams have a well-articulated plan aligned to the Arrow value proposition, and that they execute successfully quarter after quarter in good coordination with the supplier.

You will work closely with Business Unit Leaders in Country to deliver a differentiated value proposition heavily driven by cybersecurity solutions, Services and EMEA framework programs; and with the Development Team to offer the best user experience possible in Country and on the Arrow Cloud Brokerage Platform, ArrowSphere. You will also be regularly in touch with Arrow ECS Country, regional and Exec's in EMEA and is some cases with North America to ensure alignment and to build global initiatives. New Vendors might be assigned to you at a later stage, including onboarding process.

Requirements:

• A minimum of 3 years of experience within sales or sales management.
• Experience within the Software and/or Cloud marketplaces is preferred.
• Experience in building business plans, processes, briefings, reports, routes to market, sr. sales and relationship management, channel ecosystems, cloud and services is required.
• Excellent communication skills, very clear, logical and precise (as in unambiguous) in verbal and written specifically as it relates to staffing and multi country and culture engagement, negotiation and conflict resolution skills.
• Fluent in English, another European language is a plus
• International experience with matrixed structure is preferred
• Working place: Remote working – with at least one day per week in the office, location can be considered
• Reporting to: Head of DM&I Alliances EMEA
• The mission will require some travelling (30%, depending on EMEA and post covid guidelines)

Skills:

• You are good at forming internal and external relationships
• You can work within a globally distributed team without daily oversight
• You are resourceful, with excellent problem-solving skills and a natural ability to transform challenges into opportunities – must be able to foresee conflicts and take quick action
• You are a team player with a can-do attitude, take the initiative and be a pro-active self-starter
• Have an empathetic, fair, and generous approach to staff, vendor management and colleagues
• A highly entrepreneurial spirit that manifests itself in a “let’s make it happen” approach, coupled with initiative and adaptability
• Excellent attention to detail and genuine passion for vendor, relationship, sales and business development

Duties will include but are not restricted to:

• Establish relationships with partners and, on occasion, with end-user organisations as well as key stakeholders like Vice Presidents, Regional Directors, Country Managers and Business Unit leaders
• Support the services & education team to build a portfolio of services 
• Deliver business development projects and act as co-lead overseeing teams
• Make business support calls towards “Vendor” teams, on prospective partners, participate in online seminars, and act as a “Vendor” expert for colleagues and partners
• Deliver business development and “Vendor” presentations to country teams, partners and at vendor events 
• Engage partners in development of comprehensive “Vendor” services offerings
• Train, educate and incentivise partners alongside the business development managers team
• Work in tandem with the various business development and sales teams in fulfilling sales goals and responding to RFI/RFPs
• Work proactively with the Arrow cloud / ArrowSphere team to drive Managed Services Provider (MSP) engagement around cloud adoption in the Arrow “Vendor” product and services portfolio
• Provide business support to the sales and “Vendor” teams covering specific vendor combinations in consultation with the Head of Cyber Security Alliances EMEA
• Liaise with the Arrow services and marketing teams to ensure service and marketing requests are being fulfilled and that the services proposition is being properly positioned within the country teams and channel.
• Remain proactively engaged within the country teams / channel to source new partners to onboard onto the Arrow programme
• Remain knowledgeable and fully certified with a strong understanding of current industry technology (related to your Vendor(s), trends, and the competition 

Location:

UK-United Kingdom - Remote

Time Type:

Full time

Job Category:

Sales