Own full sales cycle from prospecting through close across enterprise and strategic accounts, driving net-new business and expansion
Develop and execute strategic account plans that drive long-term growth, including multi-threading across technical, business, and executive stakeholders
Lead complex, value-based sales engagements, positioning Arrow’s cloud marketplace (ArrowSphere) and AI solutions (AI 360) within broader customer transformation initiatives
Deliver executive-level presentations, workshops, and solution demos, translating technical capabilities into clear business outcomes
Build and maintain a robust, accurate pipeline, with strong discipline around forecasting, deal progression, and CRM hygiene
Identify, qualify, and advance opportunities by aligning to customer priorities, architecture, and business strategy
Drive “land and expand” motions, growing footprint within accounts by going wide (cross-functional) and high (executive level)
Partner cross-functionally with sales engineering, product, marketing, and leadership to design and deliver tailored solutions
Contribute to go-to-market strategy, providing field feedback to shape product roadmap, partner strategy, and platform evolution
Engage with partners (MSPs, CSPs, distributors, and ecosystem players) to accelerate pipeline and drive joint opportunities
Build compelling ROI-driven business cases and lead commercial negotiations through to close

Requirements

10+ years of experience in enterprise technology sales, cloud, SaaS, or platform-based solutions
Proven success owning full-cycle enterprise sales, including prospecting, pipeline development, and closing complex deals
Strong experience selling into large, complex organizations, with ability to navigate and influence both technical and executive stakeholders
Demonstrated ability to sell strategically, aligning solutions to customer architecture, business outcomes, and transformation initiatives
Technical depth in cloud, SaaS, platforms, AI, or data infrastructure; able to credibly engage with architects, engineers, and technical buyers
Experience with cloud marketplaces, consumption models, or platform ecosystems strongly preferred
Ability to deliver executive-level storytelling, including workshops, business cases, and transformation narratives
Strong understanding of solution-based selling methodologies (e.g., MEDDICC, Challenger) with disciplined pipeline management
Experience working in highly matrixed environments, partnering across technical, product, and GTM teams
Proven ability to build and expand relationships across multiple functions (IT, engineering, finance, procurement, business leaders)
Strong business acumen with the ability to translate technical solutions into financial and operational impact
Self-starter with a hunter mentality and ability to operate both strategically and tactically
Willingness to travel as needed.

Benefits

Medical, Dental, Vision Insurance
401k, With Matching Contributions
Short-Term/Long-Term Disability Insurance
Health Savings Account (HSA)/Health Reimbursement Account (HRA) Options
Paid Time Off (including sick, holiday, vacation, etc.)
Tuition Reimbursement
Growth Opportunities
And more!

Applicant Tracking System Keywords

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

Hard Skills & Tools

enterprise technology salescloudSaaSplatform-based solutionspipeline developmentsolution-based selling methodologiesMEDDICCChallengercloud marketplacesdata infrastructure

Soft Skills

executive-level storytellingbusiness acumenrelationship buildingself-starterstrategic thinkingtactical executioninfluencing stakeholderscross-functional collaborationnegotiationpresentation skills