Services Business Development Manager

Position Overview

Arrow's Enterprise Computing Solutions (ECS) business is a global technology enablement company that brings innovative IT solutions to the market to solve complex business challenges. We deliver value-added distribution, business consulting, and channel enablement services to the world’s leading technology manufacturers and their channel partners that serve commercial and government markets.

Arrow Enterprise Computing Solutions is looking for a Business Development Manager - Services for the UK & Ireland. In this position, you will be responsible for the management of current client accounts and new business development. Your role will involve continuous relationship development between the business area, regional teams, and vendors to ensure trust and support in business objectives. You will report to the Head of Services UK&I and be part of a fun, diverse team.

Responsibilities

• Services Sales Growth: Drive proactive development of business opportunities across the Professional and Managed Services portfolio, generated by both other parts of the Arrow ECS business and individual efforts.
• Relationship Building: Build and maintain strong relationships within the vendor and the channel customer base.
• Partner Identification and Enablement:
  • Identify key reseller partners with good potential to develop sales of Arrow’s services portfolio.
  • Ensure partners have the necessary tools to realize their sales potential.
  • Identify new partners and engage/enable them to drive incremental sales.
• Business Planning and Execution: Execute successful business plans with channel partners.
• Marketing and Lead Generation: Initiate and drive marketing campaigns for partners to find new leads.
• Forecasting and Opportunity Management: Provide regular and accurate forecasting of opportunities, offering insights for both short- and long-term deals.
• Margin Maximization: Focus on partners and targets with greater margin potential.
• Partner Enablement: Provide regular sales training (face-to-face or webinar) and facilitate technical/sales training delivery.
• Profile Building: Gain a high-level profile and trust within the partner base to ensure Arrow is involved in larger projects.
• Distribution Managed Partners: Focus on distribution-managed partners and collaborate closely with vendor teams to develop these accounts.

Requirements

• Professional salesperson with a demonstrated career of achievement within an IT sales environment, preferably in Services.
• Ability to present to both technical and non-technical audiences.
• Self-motivated with a hardworking and proactive approach.
• Natural propensity to adopt a structured approach, including managing time effectively (office and road), identifying key decision-makers, and understanding the dynamics of complex project sales.
• Ability to learn product benefits and solution sales concepts, including working with alliance vendors.
• Flexible approach with a willingness to travel.
• Problem-solving skills and the capacity to follow through on tasks to completion.
• Experience working in a busy team environment.
• Proven organizational skills with the ability to utilize appropriate systems (full training will be provided on in-house Services Software systems).
• Good knowledge of Microsoft packages: Excel, Outlook, Teams, Word, PowerPoint.
• Excellent interpersonal and communication skills.
• Experience of sales, forecasting, and opportunity management.
• Strong team player, working collaboratively within the department, Arrow ECS, and with customers.
• Sales/Account management experience.
• Target and performance-driven.
• Commercial negotiation experience.

Company Information

• Company: Arrow Electronics
• Business Unit: Enterprise Computing Solutions (ECS)
• Learn More: arrow.com/globalecs/
• Corporate Video: Watch the Arrow Corporate Video on YouTube.

Employment Type

• Full-time

Location Type

• [Information not provided]

Salary

• [Information not provided]