Arrow's Enterprise Computing Solutions (ECS) business is a global technology enablement company that brings innovative IT solutions to the market to solve complex business challenges. We deliver value-added distribution, business consulting, and channel enablement services to the world's leading technology manufacturers and their channel partners that serve commercial and government markets.
Find more information about us on our page: arrow.com/globalecs/
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EMEA & ANZ DM&I Cloud Alliance Manager will be part of Vendor Core team and responsible for sales execution of Vendor Program linked to market segment.
In this role you will be responsible for EMEA Strategic Alliances/relationships on management level & business development activities, using hands-on approach towards the vendors and Arrow “Vendor” teams in (15-26) countries, with the goal of maturing the strategy and commercial outcomes. These can be summarized into 4 core Alliance objectives:
Increase Profitability by maximizing programsExpand the vendor into more/new Arrow CountriesIntroduce new vendor portfolio into Arrow CountriesIdentify “Big Bet” programs that significantly deliver incremental opportunity/profitabilityYou will work closely with the senior Alliances team in EMEA and senior Arrow staff in other departments and teams in EMEA and countries, to identify, recommend, develop, and support the “Vendor” business towards our country teams, partners, and end customers. You will support the sales and “Vendor” teams with “Vendor” specific knowledge and guidance around programs, portfolio, cloud, licences, technology, processes, enablement, marketing, and services offered by Arrow. The activities will support Arrow “Vendor” country team members as well partners, SI’s, MSP’s and Resellers in both a vendor specialist and commercial capacity. You will also be responsible for engaging with the relevant vendor teams, overseeing the development of business development and/or “Vendor” enablement services, and validating any joint propositions with the sales teams. Additionally, this role will stretch the incumbent to support / co-lead the country teams of business development Managers to become self-sufficient “Vendor” specialist.
EMEA & ANZ DM&I Cloud Alliance Manager
What we are looking for:
Minimum of 2 years’ experience within a sales and services role aligned to a sales team within IT IndustryThe ability and capability to work from home (internet/office space), within Country and at Arrow ECS office To communicate, present, report, write and speak in English via different toolsVery clear, logical and precise (as in unambiguous) communication skills specifically as it relates to staffing and multi-country and culture engagementSales and “Vendor” related accreditations in line with the Arrow ECS portfolio are welcomeGeneral IT (Security, Data Center, Virtualization & Data Intelligence) domain knowledge and expertise An ability to take the initiative and be a pro-active self-starterAn ability to envision what might be coming down the (sales) pipeline via “Vendor”, pre-sales, architect, and post-sales engineers Have an empathetic, fair, and generous approach to staff, vendor management and colleagues An ability to call for help across the business if there is a need for guidanceDemonstrate a detailed knowledge of the IT solution practice domainA highly entrepreneurial spirit that manifests itself in a “let’s make it happen” approach, coupled with initiative and adaptabilityExcellent attention to detail and genuine passion for vendor, relationship, sales and business developmentWhat will you be doing in Arrow:
Establish technical 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 leadersSupport the services & education team to build a portfolio of services Deliver business development projects and act as co-lead overseeing teamsReview and assure appropriateness and business integrity of activities Make business support calls towards “Vendor” teams, on prospective partners, participate in online seminars, and act as a “Vendor” expert for colleagues and partnersDeliver business development and “Vendor” presentations to country teams, partners and at vendor events Advise country teams / resellers transitioning to cloud-based and managed servicesServe as subject matter expert for ArrowSphere platform capabilitiesEngage partners in development of comprehensive “Vendor” services offeringsTrain, educate and incentivise partners alongside the business development managers teamWork in tandem with the various business development and sales teams in fulfilling sales goals and responding to RFI/RFPsWork proactively with the Arrow cloud / ArrowSphere team to drive Managed Services Provider (MSP) engagement around cloud adoption in the Arrow “Vendor” product and services portfolioProvide business support to the sales and “Vendor” teams covering specific vendor combinations in consultation with the Alliances Head in EMEALiaise 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 programmeRemain knowledgeable and fully certified with a strong understanding of current industry technology (related to your Vendor(s), trends, and the competitionArrow is an equal opportunity employer and is committed to creating an inclusive and diverse working environment by providing equal employment opportunities for all qualified persons.
Do you see yourself as our future colleague? If yes – send us your application.
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Location:UK-United Kingdom - RemoteTime Type:Full timeJob Category:Sales