Partner Development Manager

Position:

Job Description:

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: Powerful, Practical IT Solutions | Arrow ECS UK

Business Manager

The aim of the role is to own the relationships with the named Vendors on behalf of Arrow ECS, including the management of any Business Development Managers, and Internal Product Specialists that support the sales of the Vendor Portfolio.

What will you be doing at Arrow ECS?

Vendor side - Sales

• Meet/exceed revenue and margin targets for products and services for new and renewal business for the Vendor lines that you have responsibility for.

• Articulate Arrow ECS’s overall strategic objectives and how the Vendor can benefit from that approach in the context of their own product, solution and market focus.

• Maximise opportunity for fulfillment business (i.e. switch/move business through Arrow ECS).

• In conjunction with Arrow ECS Operations, negotiate favorable commercial terms with the Vendor.

• Ownership and reporting on your Vendors including forecasting, monthly predictions and the weekly Big Deal Tracker with accurate and timely information.

Development

• Work closely with your Vendor Partner Manager to plan out and create a Vendor Business Development Plan that will increase sales of their products, solutions and services to include:

• Agreeing Sales targets and Vendor VAD’s

• Information Flow to the Sales & Vendor Team

• Introduction of New products/solutions

• New routes to market

• Renewal sales & management

• Partner recruitment and Sales enablement (both Internal & External)

• Professional services (including pre and post sales support)

• Education

• New Partner types (i.e. SI, SAAS, providers, ISV’s, etc)

• Validate the sales forecasts, produced through individual Partner Account Plans, with each Vendor.

• Participate in the identification & recruitment of new Vendors and/or Partners, including the provision written business proposals, business plans and on-boarding documentation.

Arrow side

• Manage a team of Business Development Mangers and support them in the execution of business plans as well as the management of their external and internal sales team. Coach and mentor them to assist them in achieving their responsibilities.

• Support your Team Member’s to ensure they meet their revenue and margin targets for the Vendors and maximize sales of the Vendor portfolio into named Partner accounts (“Partners”) to include (a) all products, solutions and services of the Vendor, (b) all predefined company solutions where the Vendor’s product constitutes a critical component of the solution and (c) all relevant Vendor programs and initiatives to leverage the profitability and growth within each of the Partners.

• Work closely with your Team Member’s to plan out and create Vendor Business Development Plans that will increase sales of the Vendors products, solutions and services.

What are we looking for?

• Consistently Delivers Results

• Demonstrates Excellence in Customer Service

• Builds Strong Influence and Trusted Relationships

• Exhibits Strong Business Acumen

• Effectively Selects, Develops, and Retains Talent

• Thrives in Ambiguous and Evolving Environments

• Demonstrates Managerial Courage and Sound Judgment

• Inspires and Motivates Others to Perform at Their Best

• Champions Continuous Improvement and Operational Excellence

What is in it for you?

• Competitive and attractive employee compensation package - salary consists of base and variable compensation.

• Benefits: People Points, Tastecards, CanadaLife – Life Works, Ride2Work, Gymflex

• Reliable & trusting work environment.

• Cooperative team with flat structures and communication.

• Professional and personal development.

Do you see yourself as our future colleague? If yes – send us your application.

Arrow 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.

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