Business Development Manager

The Business Development Manager in Arrow will be 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 existing customers.  They will be required to define Partner and 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 business objectives. 

• Working with Arrow Account Managers (Internal Sales) and Account Director’s (External Sales), to identify 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 to realise their sales potential. 

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

• Build and maintain strong relationships within the vendor and within the channel customer base. 

• Identify new partners and engage and enable accordingly to drive incremental sales.  

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

• Regular and accurate forecasting of opportunities, providing intel for both short and long term deals. 

• Maximise margin opportunity by focusing on partners and targets where margin potential is greater. Maximising vendor programmes to ensure back end rebate targets and focus areas are met.   

• Identify sales scenarios and opportunities to develop business to meet and exceed targets. 

• Enable partners by providing regular sales training either face to face or via webinar and facilitating the delivery of technical training. 

• Gain a high level profile and trust within the partner base to ensure Arrow are brought in on larger projects. 

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

• Delivering Results 

• Customer Service Excellence 

• Influence, networking and relationship building, internally and externally  

• Business and commercial acumen 

• Problem Solving 

• Negotiating 

• Time Management 

• Sales/Systems Skills 

• Communication 

• Accuracy of forecasting 

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

• Self-motivated with a hardworking and proactive approach. 

• Natural propensity to adopt a structured approach i.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.