[Remote] Sales Engineering Manager at Arrow Electronics

Texas Twp, Michigan, United States

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Not SpecifiedCompensation

Senior (5 to 8 years), Expert & Leadership (9+ years)Experience Level

Full TimeJob Type

UnknownVisa

Electronics, Technology, SecurityIndustries

Requirements

2-5 years of experience in a Sales Engineering Manager position
Prior experience as a Solutions Architect, Sales Engineer, etc
Demonstrated expertise in the IT sales channel landscape, including a strong understanding of distribution models, reseller networks, and partner ecosystems
Experience working with IT security vendors (e.g. Palo Alto, CrowdStrike, IBM, Fortinet, Checkpoint, Cisco, Thales, Imperva, Forescout, Trend Micro, etc.)
Excellent verbal and written communication skills
Must have experience utilizing Microsoft Office Products, SalesForce, and other presentation tools
Innovative mindset with a passion for process improvement
Up to 25% Travel

Responsibilities

Lead, coach, and mentor a team of Sales Engineers
Recruit and retain top talent for the Sales Engineering team
Develop and execute sales strategies with suppliers and partners
Provide technical expertise through sales calls, presentations, solution design, and proof of concept demonstrations
Manage team activity and conduct one-on-one meetings with direct reports
Partner with sales and technical counterparts, both internal and external, to attain go-to-market strategies and revenue/margin goals
Manage sales quota and drive pipeline management and sales acceleration
Build strong relationships with technical decision-makers and executive stakeholders
Collaborate with sales teams to drive the sales process, including opportunity identification, qualification, forecasting, and closing
Execute Arrow Sales Methodology and strategy with direct reports, sales counterparts, suppliers, and partners
Deliver a world-class customer experience according to company standards
Provide monthly reporting to suppliers and Arrow partners
Present in QBRs and other executive-level presentations
Manage professional employees and/or supervisors
Adapt departmental plans and priorities to address resource and operational challenges
Define team operating standards and ensure essential procedures are followed
Set employee performance objectives, conduct performance reviews, and recommend actions

Skills

Key technologies and capabilities for this role

Sales EngineeringTeam LeadershipSolution DesignProof of ConceptArchitecture ReviewPipeline ManagementSolution SalesPartner EnablementSecurity PracticeTechnical Sales

Questions & Answers

Common questions about this position

What are the main responsibilities of the Sales Engineering Manager?

The SEM leads and coaches a team of sales engineers, handles recruiting and mentoring, manages sales quotas and pipeline, provides technical expertise in sales calls and demos, and ensures alignment with sales teams and partners to meet revenue goals.

What skills and experience are required for this role?

Candidates need a background in technical and business acumen, experience leading pre-sales teams, deep understanding of technology enabling business outcomes, and skills in solution sales, consultative approaches, and partner enablement.

What is the team structure under the Sales Engineering Manager?

Sales Engineers report directly to the SEM, who reports to a Sales Engineering Director, with dotted line responsibility to Sales Manager(s); the SEM manages a team providing technical expertise and has direct customer interaction.

Is this a remote position or does it require office work?

This information is not specified in the job description.

What is the compensation or salary for this role?

This information is not specified in the job description.

Arrow Electronics

Global provider of technology solutions and services

About Arrow Electronics

Arrow Electronics provides technology solutions that support innovation for technology manufacturers and service providers. The company develops and delivers high-tech solutions that improve business operations and everyday life. Its offerings include computing, power management, and Internet of Things (IoT) applications. Arrow collaborates with clients to create complex technology systems, such as smart battery ecosystems for electric motorbikes and wearable health monitoring devices for firefighters. Unlike many competitors, Arrow not only sells technology products but also offers consulting and engineering services to help clients design and implement customized systems. The goal of Arrow Electronics is to drive innovation and enhance efficiency and quality of life through its comprehensive technology solutions.

Englewood, ColoradoHeadquarters

1935Year Founded

IPOCompany Stage

Hardware, Enterprise Software, AI & Machine LearningIndustries

10,001+Employees

Risks

Increased competition in cloud services could impact Arrow's growth.

Rapid technological changes in IoT may challenge Arrow's innovation pace.

Supply chain vulnerabilities, especially in semiconductors, could disrupt product delivery.

Differentiation

Arrow Electronics offers comprehensive technology solutions across multiple industries.

The company collaborates with clients to engineer complex technology systems.

Arrow's business model includes consulting and engineering services for customized solutions.

Upsides

Growing demand for IoT security solutions presents expansion opportunities for Arrow.

Increased investment in smart city projects boosts demand for Arrow's integrated systems.

Rising interest in sustainable tech aligns with Arrow's electric motorbike technologies.

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