Business development manager

Arrow System Builder, part of Arrow Electronics, helps customers and partners bring technology to market by enabling access to leading vendor portfolios through value-added distribution and channel enablement. We support partners across EMEA to deliver purpose-built devices and solutions by providing commercial guidance, program knowledge, and a trusted-advisor approach to selecting the right technologies for dedicated-use scenarios.

• Work with Arrow Account Managers to identify and develop reseller/partner accounts with strong potential to grow Microsoft Embedded/IoT.
• Build and maintain strong relationships within Microsoft and across the channel partner base to enable joint execution and pipeline growth.
• Identify new partners, engage and enable them with the tools, knowledge, and programs required to realize their sales potential.
• Support and drive campaigns and partner projects to target specific go-to-market messaging and accelerate adoption.
• Provide regular and accurate forecasting of opportunities and share market intelligence for both short- and long-term deal planning.
• Maximize margin opportunities by focusing on the right partners, targets, and vendor programs to ensure rebate targets and focus areas are met.
• Identify sales scenarios and opportunities to meet and exceed targets, acting as a trusted advisor in qualifying dedicated-purpose/embedded use cases together with internal stakeholders.
• Enable partners through regular sales training (in-person or webinars) and facilitate access to technical enablement when needed.
• Earn a high level of profile and trust within the partner base to ensure Arrow is engaged early in larger projects and strategic opportunities.

• Experience in a similar role within software/hardware solutions sales in IT channel sales and/or end-user sales.
• Strong understanding of the embedded / IoT ecosystem and ability to engage both commercial and technical stakeholders (partners, OEMs, integrators, ISVs).
• Fluency in English.
• German - native/advanced.
• Strong communication and negotiation skills.
• Ability to build and develop strategic business relationships.
• Self-motivated with a proactive approach and structured time/opportunity management.
• Ability to learn product benefits and solution sales concepts and work effectively with alliance vendors.
• Problem solving and capacity to follow through on tasks to conclusion.
• Readiness to travel across EMEA as required.

• Attractive employee compensation package - salary consists of base and variable compensation
• Extra benefits
• Reliable & trusting work environment
• Cooperative team with flat structures and communication
• Professional and personal development