Key Facts

Remote From:

Full time

English

Hard Skills

VMware Virtualization VMware Virtualization Value-Added Reseller Full-Cycle Sales Go-to-Market Strategy Channel Sales Deal Structuring Account Management Hardware Virtualization Business Development Business Development Sales Forecasting Vendor Management Stakeholder Engagement VMware Virtualization VMware Virtualization Nutanix Hyper-V Presentation Training

Other Skills

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Training And Development
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Business Acumen
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Success Driven
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Communication
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Relationship Building
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Self-Motivation

Roles & Responsibilities

Strong virtualization expertise with VMware (vSphere, vSAN, NSX, Horizon) and familiarity with competing platforms (e.g., HPE VM Essentials, Nutanix, Microsoft Hyper-V)
Proven IT channel sales or business development experience, ideally with a distributor or vendor
EMEA-level experience or ability to work across multiple countries, cultures and partner types; capable of managing a full sales cycle autonomously
Excellent communication and presentation skills with strong commercial acumen; fluent English

Requirements:

Actively drive sales and develop profitable channel partners for the HPE Virtualization portfolio
Support Arrow Sales Teams in named partner accounts through business development, enablement, training, and HPE program specialization
Manage a portfolio of designated resellers across EMEA, developing HPE virtualization business to meet vendor targets
Build and maintain strong relationships with HPE field sales teams to ensure Arrow is engaged in all relevant opportunities

Arrow ECS Finland Oy

About Arrow ECS Finland Oy

Arrow ECS on teknologiayritys, joka tuo markkinoille innovatiivisia IT-ratkaisuja selkeyttämään monimutkaisia liiketoimintahaasteita. Toimitamme lisäarvoa tuottavaa jakelu-, konsultointi- ja kanavapalvelua johtaville teknologiavalmistajille ja kanavakumppaneille. Autamme yrityksiä kasvamaan nopeammin, toimimaan tehokkaasti ja muuttumaan dynaamisilla markkinoilla. Toimimme yhteistyössä Suomen laajimman IT-kumppaniverkoston kanssa, joka koostuu pääosin IT-jälleenmyyjistä ja palvelutaloista. Tämän ekosysteemin avulla pystymme tarjoamaan ratkaisuja ja osaamista eri liiketoimintahaasteisiin toimialasta riippumatta. Arrow ECS koulutuskeskus tarjoaa useiden eri teknologioiden koulutusta osaajille. Tarjollla on peruskursseja, ammattilaisille soveltuvia jatkokursseja sekä yrityskohtaisia räätälöityjä koulutuksia. Tutustu kurssikalenteriin: edu.arrowecs.eu/fi/ Yhteystiedot: Arrow ECS Finland Oy, Lars Sonckin kaari 16, 02600 Espoo, Finland Puhelin +358 (0)207 656 600 www.arrow.com/ecs/fi sales.ecs.fi@arrow.com

Founded: 2018

Company size: 51 - 200

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Job description

Position:

HPE VME Sales Specialist EMEA

Job Description:

About Arrow ECS

Arrow Enterprise Computing Solutions (ECS), a part of Arrow Electronics, brings innovative IT solutions to market to solve complex business challenges. We deliver value-added distribution, business consulting and channel enablement services to leading technological manufacturers and their channel partners. We help businesses grow faster, operate efficiently and transform in a dynamic market.

We are looking for an experienced, self-driven HPE VME Sales Specialist EMEA to champion the HPE Virtualization portfolio across EMEA. This is an individual contributor role requiring approximately 50% travel, ideal for a proven sales professional with deep virtualization expertise and a strong VMware background.

The Role

As HPE VME Sales Specialist EMEA portfolio, you will be the primary driver of channel sales and partner development across a defined EMEA territory. You will act as the virtualization subject-matter expert for Arrow's internal sales teams and partner ecosystem, bringing technical credibility and commercial acumen to every engagement.

This role is a pure individual contributor position — you will own your pipeline end-to-end and be accountable for results, working closely with HPE and Arrow's field teams to win and grow business.

Your Responsibilities

Actively drive sales and develop profitable channel partners for the HPE Virtualization portfolio.
Support Arrow Sales Teams in named partner accounts through business development, enablement, training, and HPE program specialization.
Manage a portfolio designated Resellers across EMEA, developing HPE virtualization business to meet vendor targets.
Build and maintain strong relationships with HPE field sales teams to ensure Arrow is engaged in all relevant opportunities.
Expand business relationships within existing partners to deepen HPE virtualization engagement and increase share of wallet.
Identify and onboard new partners that fit the Arrow and HPE profile for virtualization.
Leverage deep VMware and broader virtualization market knowledge to position HPE solutions competitively — particularly in VMware migration or displacement scenarios.
Maintain a proactive and structured approach in collaboration with HPE, including regular cadence calls, QBRs, and joint go-to-market planning.
Travel across the EMEA region as required (~50% of working time).

Your Profile

Strong background in virtualization technologies — VMware (vSphere, vSAN, NSX, Horizon) experience is essential; familiarity with alternative or competing platforms (e.g. HPE VM Essentials, Nutanix, Microsoft Hyper-V) is a strong plus.
Proven sales or BDM experience in the IT channel, ideally within a distributor or a vendor.
Prior EMEA-level role experience strongly preferred — comfortable working across multiple countries, cultures, and partner types.
Experience as an individual contributor — self-motivated, structured, and capable of managing a full sales cycle autonomously.
Results-driven with strong forecast management discipline.
Excellent communication and presentation skills; confident engaging at all levels from technical architects to C-suite.
Commercial acumen — able to structure deals, navigate HPE programmes and incentives, and identify upsell/cross-sell opportunities.
Fluent English is essential.
Full driving license required; willingness and ability to travel approximately 50% of the time across EMEA.
Quick to absorb and articulate product benefits — full HPE product training will be provided.

What We Offer

Competitive base salary with performance-related bonus
Pension scheme
Car allowance or Company Car
Life insurance
Medical insurance
25 days of annual leave
Structured development opportunities and HPE certifications
The backing of a global organization with strong vendor relationships

Arrow is an equal opportunity employer and is committed to creating a diverse working environment by providing equal employment opportunities for all qualified persons.

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