Arrow System Builder, part of Arrow Electronics, helps customers and partners bring technology to market by enabling access to leading vendor portfolios through value-added distribution and channel enablement. We support partners across EMEA to deliver purpose-built devices and solutions by providing commercial guidance, program knowledge, and a trusted-advisor approach to selecting the right technologies for dedicated-use scenarios.
Business Development Manager – Microsoft Embedded / IoT
ABOUT THE ROLE
The Business Development Manager will be responsible for the management of existing and potential customers/partners for Microsoft Embedded / IoT. The primary outcome is to drive profitable growth through the acquisition of new logos as well as management and growth of existing customers. You will define customer and vendor needs and execute against a sales plan to develop and grow the business. The role involves relationship management across partners and vendors to ensure trust and mutual execution of business objective.
WHAT WILL YOU BE DOING?
Work with Arrow Account Managers to identify and develop reseller/partner accounts with strong potential to grow Microsoft Embedded/IoT.
Build and maintain strong relationships within Microsoft and across the channel partner base to enable joint execution and pipeline growth.
Identify new partners, engage and enable them with the tools, knowledge, and programs required to realize their sales potential.
Support and drive campaigns and partner projects to target specific go-to-market messaging and accelerate adoption.
Provide regular and accurate forecasting of opportunities and share market intelligence for both short- and long-term deal planning.
Maximize margin opportunities by focusing on the right partners, targets, and vendor programs to ensure rebate targets and focus areas are met.
Identify sales scenarios and opportunities to meet and exceed targets, acting as a trusted advisor in qualifying dedicated-purpose/embedded use cases together with internal stakeholders.
Enable partners through regular sales training (in-person or webinars) and facilitate access to technical enablement when needed.
Earn a high level of profile and trust within the partner base to ensure Arrow is engaged early in larger projects and strategic opportunities.
WHAT ARE WE LOOKING FOR?
Experience in a similar role within software/hardware solutions sales in IT channel sales and/or end-user sales.
Strong understanding of the embedded / IoT ecosystem and ability to engage both commercial and technical stakeholders (partners, OEMs, integrators, ISVs).
Fluency in English.
German – native/advanced.
Strong communication and negotiation skills.
Ability to build and develop strategic business relationships.
Self-motivated with a proactive approach and structured time/opportunity management.
Ability to learn product benefits and solution sales concepts and work effectively with alliance vendors.
Problem solving and capacity to follow through on tasks to conclusion.
Readiness to travel across EMEA as required.
What is in it for you?
Attractive employee compensation package - salary consists of base and variable compensation
Extra benefits
Reliable & trusting work environment
Cooperative team with flat structures and communication
Professional and personal development
Arrow is an equal opportunity employer and is committed to create a diverse working environment by providing equal employment opportunity for all qualified persons.
Do you see yourself as our future colleague? If yes – send us your application.
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