Arrow Components

Field Sales Manager, Named Accounts, New Logos

Arrow Components

full-time

Posted on:

Location Type: Remote

Location: United Kingdom

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About the role

  • Act as the primary point of contact for key strategic clients, fostering deep relationships and trust to ensure long-term business growth.
  • Proactively manage and grow existing accounts, identifying opportunities to expand the use of CA solutions.
  • Develop a thorough understanding of each client's business objectives, needs, and technical challenges.
  • Collaborate closely with partners and clients to implement tailored strategies that leverage the full CA portfolio.
  • Ensure high levels of client satisfaction by consistently delivering value and providing proactive support throughout the client lifecycle.
  • Drive the adoption of CA solutions, ensuring clients fully realise the value of the products.
  • Work with clients to identify gaps in their IT capabilities and propose solutions that align with their long-term business goals.
  • Collaborate with technical teams and partners to deliver solution demonstrations, workshops, and proof-of-concepts (POCs) to showcase the capabilities of CA solutions.
  • Provide leadership during implementation and deployment phases, ensuring a seamless integration of solutions into the client's environment.
  • Meet and exceed new logo revenue, retention and growth targets by qualifying and converting leads, identifying upsell and cross-sell opportunities within assigned accounts.
  • Lead the development and execution of strategic account plans, with a focus on driving portfolio expansion and securing renewals.
  • Identify risks to account health and work proactively to mitigate client churn, securing long-term partnerships.
  • Participate in quarterly business reviews (QBRs) with clients, providing insights on solution performance and offering recommendations for optimisation.
  • Work closely with internal teams, including sales engineering, customer success, and technical support, to ensure client needs are met.
  • Act as a client advocate within Arrow, providing feedback to product management and development teams to drive product improvements.
  • Collaborate with marketing and sales leadership to develop targeted campaigns and initiatives that promote CA solutions.

Requirements

  • Proven experience in account management or sales within the technology sector.
  • Strong understanding of CA solutions (or similar technologies) and their role in IT strategy.
  • Ability to establish trust with senior stakeholders and exceed revenue targets.
  • Willingness to travel up to 60% of the time.
  • Fluency in English.
  • Strong leadership and communication, negotiation, and influencing skills.
  • Ability to connect, enthuse, and mobilise teams with a deep understanding of vendor strategies.
  • Fluency in additional European languages (nice to have).
  • Experience with strategic sales initiatives and marketing collaborations (nice to have).
Benefits
  • Pension scheme
  • Life insurance
  • Medical insurance
  • 25 days of annual leave
  • Development opportunities
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
account managementsalesCA solutionsIT strategystrategic sales initiativesmarketing collaborations
Soft Skills
leadershipcommunicationnegotiationinfluencingrelationship buildingclient advocacy