EMEA Regional Sales Lead

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Job Description:

Welcome to Arrow ECS Germany!

As a leading Value Add Distributor with a proud legacy spanning over 30 years in the German market, Arrow ECS Germany is more than just a workplace - it's a community of passionate professionals. Our team is strong, ambitious, and driven by a shared will to win. We are committed in providing perfect customer service and creating new opportunities for our partners to succeed. At Arrow ECS Germany, we pride ourselves on our leadership in developing new technologies in collaboration with our multiple vendor partners. Join us and be part of a dynamic environment where innovation thrives, and your contributions can make a real impact. Let's shape the future together!

Regional Sales Lead (DACH)

Role Mission

The mission of the Regional Cloud Leader is to strengthen and accelerate the growth of a profitable cloud business across the region. The role ensures that local cloud teams have the strategic guidance, operational support, and organizational structure needed to execute effectively. This includes sharing best practices, aligning regional initiatives, and supporting each country with its specific needs.

Key Responsibilities

Regional Leadership & Business Development

• Drive the development of a profitable and scalable cloud business across all countries in the region.
• Translate the regional cloud strategy into actionable local business plans together with Cloud Leads and Country Managers.
• Identify growth opportunities, market trends, and competitive dynamics to guide local execution.
• Ensure alignment between regional priorities and local operational realities.
• Drive core tenants of our Cloud strategy including Hyperscaler Acceleration, Go-To-Market programme adoption, Cloud Services expansion and leveraging our ArrowSphere Platform.
• Be accountable for business development across ArrowSphere programmes available in the region

Support to Local Cloud Teams

• Act as a strategic advisor to local cloud organizations on topics such as organizational design, hiring, capability building, and operational excellence.
• Support local teams in activity planning, pipeline development, and execution of key initiatives.
• Facilitate knowledge sharing, best practices, and repeatable frameworks across the region.

Vendor Relationship Leadership (Microsoft and others)

• Lead, but not own, the relationship with selected strategic vendors, primarily Microsoft, on behalf of the region.
• Ensure the country maintains the right type of engagement, influence, and partnership model to secure optimal commercial conditions and strategic alignment.
• Coordinate vendor programs, incentives, and joint business planning across countries.
• Ensure execution of Global Product Management initiatives across CoPilot/AI, Azure growth and Security.

Specialist & Escalation Point

• Serve as the regional expert for cloud business models, partner ecosystems, and go‑to‑market strategies.
• Act as an escalation point for complex cloud-related challenges, commercial issues, or vendor escalations.
• Provide guidance on deal structuring, profitability, and compliance when needed.

Core Competencies & Skills

• Strong understanding of cloud business models, partner ecosystems, and vendor programs (especially Microsoft).
• Proven ability to build and scale cloud organizations across multiple markets.
• Excellent stakeholder management skills, with the ability to influence without direct ownership.
• Strategic thinking combined with hands‑on operational execution.
• Strong communication, facilitation, and leadership capabilities.
• Ability to navigate matrix organizations and drive alignment across countries.
• Strong business mindset

Success Criteria

• Growth andprofitability of the regional cloud business.
• Strength and maturity of local cloud organizations.
• Quality and strategic depth of the vendor relationship(s).
• Consistent execution of cloud strategy across the region.
• Improved collaboration, knowledge sharing, and operational efficiency between countries.
• High satisfaction from Cloud Leads, Country Managers, and key vendors.

Why Join Us?

• Impact - Lead one of the most critical business units in a global technology leader.
• Innovation - Work with cutting-edge security solutions and shape the future of cybersecurity distribution.
• Culture - Join a team that values creativity, collaboration, and continuous learning.
• Growth - Enjoy opportunities for personal and professional development in a dynamic, international environment.

Ready to lead the future of security with Arrow ECS Germany?

Apply now and become part of a team that thrives on innovation, collaboration, and success.

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