ABOUT THE ROLE 

The Business Development Manager in Arrow willbe responsible for the management of existing and potential customers. The primary outcome is to drive profitable growth in the partner landscape through the acquisition of new logos as well as management and growth of existingcustomers.  They willbe required to definePartnerand vendor needs and execute against a sales plan to develop and grow the business. The role will involve relationship management and development across both our partners and vendors to ensure trust and mutual execution of businessobjectives. 

Keyresponsibilities: 

• Working with Arrow Account Managers (Internal Sales) and Account Director’s (External Sales), toidentify the key reseller partners with good potential to develop sales of the vendor’s products and services. 

• Working with these partners to ensure they have all the tools necessary torealise their sales potential. 

• Execute successful business plans with reseller partners, with more focus on distribution managed andmid market partners. 

• Build andmaintain strong relationshipswithin the vendor and within the channel customer base. 

• Identify new partnersand engage andenable accordingly to drive incremental sales.  

• Support, own and drive activity around campaigns and projects to target specific go to market messaging. 

• Regular andaccurate forecasting of opportunities, providing intel for bothshort and long term deals. 

• Maximise margin opportunity by focusing on partners and targets where margin potential is greater.Maximising vendorprogrammes to ensureback end rebate targets and focus areas are met.   

• Identify sales scenarios and opportunities to developbusiness to meet and exceed targets. 

• Enable partners by providing regular sales training either face to face or viawebinar andfacilitating the delivery of technical training. 

• Gain ahigh level profile and trust within the partner base to ensure Arroware brought in on larger projects. 

• Strong focus on distribution managed partners andwork closely with the vendor to develop those accounts. 

Requirements: 

A FEW THINGS YOU’RE AN EXPERT AT 

• DeliveringResults 

• Customer Service Excellence 

• Influence, networking and relationship building, internally and externally  

• Business andcommercialacumen 

• ProblemSolving 

• Negotiating 

• Time Management 

• Sales/SystemsSkills 

• Communication 

• Accuracy offorecasting 

A FEW MORE THINGS YOU ALSO KNOW 

• The successful candidate will be a professionalsales person who candemonstrate an established career of achievement ideally within an IT sales environment. 

• Self-motivated with a hardworking and proactive approach. 

• Natural propensity to adopt a structuredapproachi.e. Managing time in the office and on the road,determining who key decision makers are and the dynamics of the sales of complex projects. 

• Ability to learn product benefits and solution sales concepts including working with alliance vendors. 

• Have a flexible approach with willingness to travel. 

• Problem solving and capacity to follow through on a task to conclusion. 

WHO WE ARE: