Arrow Components

Business Development Rep

• Act as a single point of contact and create selling opportunities within targeted critical, large, multi-location, complex, and high visibility to Arrow customers through a very strategic sales plan and process.
• Discover and execute opportunities for sales of Arrow’s Global Supply Chain Solutions to large enterprise accounts.
• Establish funnel of opportunities both with the customer themselves and/or suppliers that are servicing this customer and looking for optimization of flow of goods .
• Candidate needs to be able to articulate status of opportunities at all times , while also being able to identify size and scope of opportunities .
• Have a thorough understanding of the client’s needs, client’s design and production partners, and the client’s decision-making hierarchy to proactively assess, clarify, and validate customer needs on an ongoing basis.
• Lead a strategic account planning process that develops and manages mutual performance objectives , financial targets, and critical milestones.
• Grow profit ably by selling value-added, long-term solutions, including the ability to “go wide” and sell high within the client’s organization.
• Direct cross-functional Arrow personnel; including sales support, operations, and management resources, to meet account objectives and client ’ s expectations.
• Demonstrated ability to deliver compelling value-based proposals to C-level/senior management decision makers selling Arrow’s value proposition and vast capabilities in global supply chain services .
• Utilize relationships within distribution/Rep/supplier community to grow sales and profits within assigned account(s).
• Build strong relationships with suppliers’ account managers, in order to best service the OEM client(s).
• Develop relationships with key personnel in operations, finance, and supply chain at targeted accounts.
• Plan, manage and oversee all the RFQs including delivery of proposal to client(s).
• Ensure that all RFQ activities and strategies are well established, communicated, addressed, and agreed upon within Arrow guidelines, policies, and procedures.
• Directly participate in the review and negotiation of significant contracts.
• Have an in-depth, comprehensive understanding of Arrow’s market share in the account, the top competitor’s market share in the account, and can identify the type of business each competitor is supporting and why.
• Execute account strategies to meet or exceed annual and quarterly targets, along with major business objectives .
• Clearly articulate (and escalate real-time, as needed) client (s) needs and objectives , along with industry supply chain trends to Arrow leadership.

Business Development Director

Application Engineer

• Responsible for utilizing an advanced understanding of the customer needs and technical leadership expertise to champion return on engineering investment
• Drive demand creation by maximizing Arrow content on designs
• Understand customer needs and leverage Arrow’s engineering and design services resources to facilitate solutions for customers
• Apply technical knowledge to influence designs utilizing solution selling, resources, and strategies
• Partner with the sales team across pre-and post-sales activities, providing technical support and consulting to promote demand creation
• Technical calibrations and research with sales and other Arrow depts. and Suppliers in support of the customer design
• Champion return on engineering investment, design win priorities, initiatives, and promotions by obtaining buy-in and support from sales
• Attend supplier trainings in person and via conference calls
• Manage supplier and customer expectations by building and developing relationships, keeping stakeholders up to date on activities, plans, and progressing towards initiatives
• Identify key relationships amongst decision makers within suppliers and customers
• Attend and actively participate in strategic branch meetings and QBR
• Develop and drive strategic technical plans by supplier line or customer solutions
• Participate in Arrow EDGE initiatives through branch training and customer calls
• Organize engineering customer events

Technology Field Application Engineer

Data Engineer

• Design, develop, and maintain scalable data pipelines, ETL/ELT processes, and data integration solutions with moderate independence.
• Translate business requirements into technical designs and contribute to solution architecture discussions.
• Build and enhance business-to-business (B2B) integrations and internal data processing workflows.
• Diagnose and resolve data quality issues, pipeline failures, and performance bottlenecks; propose optimizations.
• Develop clear documentation for data models, workflows, and engineering solutions.
• Collaborate with cross-functional teams including data architects, analysts, application developers, and business stakeholders to ensure effective data delivery.
• Contribute to project workstreams, ensuring tasks are delivered with quality and within timelines.
• Adhere to and promote engineering best practices, coding standards, and data governance guidelines.

Senior Data Engineer

Customer Success Manager

• Build and maintain solid and effective relationships with your customers or partners, based on value
• Execute our customer success planning to secure renewals, drive expansion revenue growth to meet/exceed targets
• Actively set and lead customer engagement from regular virtual or in-person meetings to delivering EBR, QBR mapped through a customer success journey sign-off with your customers
• You will set up, manage and if needed, report, your activities using our processes and systems
• You will be responsible for managing your pipeline into our CRM system to maintain a healthy and predictable revenue pipeline and forecast, taking corrective action when needed
• Collaborate cross-functionally with technical account management, marketing, product, and operations when needed, to improve efficiency in the customer journey enabling growth
• Contributive and work with leadership to constantly assess possibly refine the CSM process to increase effectiveness, shorten cycles, and support scalable growth with customer satisfaction
• Stay informed on industry trends, FinOps best practices, and emerging technologies to guide team development.

Product Marketing

• Craft clear, compelling product positioning and messaging tailored to the Cloudhealth partner community and end-users as well as internally for enabling the sales teams
• Conduct market research, competitive analysis, and customer interviews to inform strategy and identify opportunities as well as to create the Cloudhealth business intelligence needed to compete successfully
• Partner with product management to influence roadmaps and ensure market fit
• Create and manage sales enablement tools, including sales/pitch decks, product demos, battlecards, and case studies, and any needed resources to successfully go-to-market
• Collaborate with sales strategist and marketing to develop campaigns that drive awareness, adoption, and retention
• Measure and report against KPI’s on the effectiveness of product marketing initiatives
• Act as a product evangelist at events, webinars, customer meetings, and with partners globally

Global Product Marketing Manager

Sales Engineer

• Works in partnership with sales and marketing teams to develop and implement specific industry and account penetration strategies, produce account specific product and sales enablement plans, provide assessments and drive leads from identification to sale completion.
• Provides technical leadership and direction to channel partners and sales staff with pre-sales activities in the assigned market on behalf of Arrow’s cloud suppliers (Azure, AWS, GCP)
• Leads in the discovery, analysis, design, demonstration, and refinement of fully integrated technology solutions
• Demonstrates technical leadership and subject matter expertise on Cloud architectures and offerings in the modern data center
• Acts as technical expert and consultant to develop and propose solutions that meet the technology and business requirements of assigned channel partners and their end users
• Makes technical and sales presentations to channel partner’s technical and sales staff
• Working with Arrow marketing teams to create and produce digital channel-ready technical content that is published to Arrow social media sites and networks
• Serves as a trusted technology influencer to channel partners and serves as an internal Arrow resource on technical plays or specific business applications and outcomes within an assigned market segment
• Successfully builds relationships with the Arrow account team, partners and end users in support of sales objectives, engages and leverages Arrow horizontal resources, abilities, budgets and personnel as appropriate
• Leads Cloud technical sales calls with and on behalf of channel partners
• Qualifies Cloud sales opportunities in the terms of end customer technical requirements, competition, decision making process and funding in partnership with Arrow channel partners

Sales Engineer – Cloud

Account Executive

• Build and maintain solid and effective relationships with your clients and partners
• Drive net new revenues within your assigned territory to meet/exceed targets
• You will set up, manage and if needed, report, your activities using our processes and systems
• You will be responsible for managing your pipeline into our CRM system to maintain a healthy and predictable revenue pipeline and forecast, taking corrective action when needed
• Collaborate cross-functionally with Presales, marketing, product, and operations when needed, to enable client acquisition
• Stay informed on industry trends, FinOps best practices, and emerging technologies to guide team development.

Field Sales Representative, Cloudhealth

Supply Chain

• Build a detailed knowledge of Arrow’s supply chain solutions portfolio and relevant case studies.
• Use consultative questioning techniques to isolate the customer pain points.
• Create compelling bespoke solutions to meet the customer need.
• Collaborate with the sales teams, using tools such as whitespace analysis to spotlight high potential customers.
• Develop an understanding of Arrow’s financial objectives (EBIT and RoWC) ensuring that any solution design meets the thresholds within an acceptable period.
• Maintain implemented supply chain solutions to be handed-off to a combination of Sales and Business Process Excellence.

Supply Chain Services Manager

Sales

• Develop and execute effective sales strategies to drive revenue growth and meet or exceed targets
• Recruit, onboard, and mentor a high-performing sales team while fostering a collaborative, supportive, and winning culture
• Inspire and motivate Account Executives through coaching, hands on support, and ongoing feedback
• Actively participate in deals, modeling effective MEDDPICC sales methodology, and helping representatives navigate complex opportunities
• Build and maintain strong relationships with prospects, customers, and partners
• Collaborate cross-functionally with marketing, customer success, product, presales engineering, technical account management, and operations to improve sales efficiency and accelerate growth
• Continuously refine the sales process to increase effectiveness, shorten cycles, and support scalable growth
• Stay informed on industry trends, FinOps best practices, and emerging technologies to guide team development
• Track and analyze sales performance, pipeline health, and key performance indicators, taking corrective action when needed
• Ensure all clients’ details and related pipeline and sales cycle related information is timely and properly documented and managed in CRM (Salesforce)
• Ensure proper sales target distribution and compensation plan communication to your direct reports
• Create and foster a collaborative working environment to enable creativity and success within your team, with your peers and your direct manager

Head of Sales – North America

• Build a detailed knowledge of Arrow’s supply chain solutions portfolio and relevant case studies.
• Use consultative questioning techniques to isolate the customer pain points.
• Create compelling bespoke solutions to meet the customer need.
• Develop a deep understanding and comfort in the use of quantitative and qualitative approaches to support the benefits statement.
• Demonstrate success by increasing Arrow’s share of the customer’s wallet.
• Collaborate with the sales teams, using tools such as whitespace analysis to spotlight high potential customers.
• Build strategies to connect with the customer influencers and decision-makers with the objective of achieving 50%+ share of their component spend.
• Maintain implemented supply chain solutions to be handed-off to a combination of Sales and Business Process Excellence.

Affiliate Manager

• Own a portfolio of strategic MSP, reseller, and channel partners across a defined region
• Drive net-new partner-sourced pipeline and expansion revenue within existing partner accounts
• Execute joint go-to-market strategies aligned to FinOps, cloud optimization, and managed services offerings
• Identify upsell and cross-sell opportunities across AWS, Azure, and GCP customer environments
• Enable partners on CloudHealth platform capabilities, value messaging, and FinOps best practices
• Conduct regular business reviews (QBRs) with partner leadership to track performance and growth plans
• Support partner sales teams with deal strategy, pricing guidance, and competitive positioning
• Deliver training, workshops, and executive briefings to increase partner adoption and proficiency
• Collaborate closely with direct sales, customer success, and technical teams to support joint opportunities
• Develop and execute co-sell campaigns with hyperscalers (AWS, Microsoft, Google) and key alliances
• Align CloudHealth solutions with partner-managed services and FinOps-as-a-Service offerings
• Drive renewal strategy through partner channels to ensure high retention and expansion
• Monitor partner health metrics including adoption, churn risk, and platform utilization
• Address partner escalations and remove barriers to successful service delivery
• Build and execute territory and partner business plans
• Identify high-potential partners and recruit new ecosystem partners where appropriate
• Provide market feedback to product, marketing, and leadership on competitive trends and partner needs

CloudHealth Partner Team – KAE

Outside Sales

• 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.

Field Sales Manager, Named Accounts, New Logos

Account Manager

• Define critical markets and new customers in the assigned sales territory, plan strategy and develop all key relationships to ensure strong foundation for solution selling.
• Maintain and promote relationships with customer contacts who may be determining design opportunities and deal with existing business challenges.
• Ensure customer satisfaction as it pertains to supply chain management and other value added services.
• Requires experience interacting with vendors and customers in a technical and engineering environment.
• Extensive understanding of pricing programs and models within the electronics industry.
• Requires comprehensive ability to develop strategic plans for all assigned accounts, sell and market full set of Arrow offerings incorporating in-depth knowledge of Arrow’s key supplier lines.
• Must be able to prepare comprehensive internal quarterly business reviews (iQBR), presenting strategic plans and implementation steps to grow sales, demand creation and improve customer service.
• Ability to lead regular QBRs with major customers that unlock additional sales opportunities.
• Must be able to promote and sell the value add, supply chain, and full life cycle programs offered by Arrow.
• Requires proficiency in sales tracking systems, SalesForce.com, Oracle Establish and ability to build relationships with key suppliers.

• Managing the overall account relationship by providing strategic service and support to the assigned customer base.
• Maximize margins, gain market share, and drive value-added solution selling.
• Working with internal and external resources, providing customer service, often facilitating the work of others in quoting, fulfilling demand, ensuring on-time delivery of orders, providing engineering support, and troubleshooting other customer problems.
• Functioning as a key liaison between suppliers and customers to build and establish long-term business partnerships for Arrow.
• Responsible for Sales Excellence through developing and managing customer strategy in assigned account territory.
• Sell and drive Solutions Selling within the approved account level strategy.
• Owns the customer interface for backend Quality processes: corrective actions and field Quality Reports.
• Owns and Maintains Perfect Order Index (POI) and Inventory integrity to minimize write-offs/billbacks.
• Responsible for ongoing Sales Support activities for the order-to-invoice process.

Inside Sales Representative

Marketing

• Assist in executing marketing campaigns: Create campaign and promotional decks to share with sales teams, suppliers, and other stakeholders.
• Compile campaign performance data and draft reports or decks to share with stakeholders.
• Draft marketing updates and communications: Prepare updates for review by marketing managers to ensure regular communication across the organization.
• Coordinate event logistics: Research venues, costs, and budgets.
• Complete event-specific tasks, provide branding support, and address sales enablement requirements.
• Manage marketing collateral: Regularly review and update marketing collateral and assets.
• Organize, maintain, and update marketing collateral systems, including Teams and SharePoint.
• Provide administrative support: Submit requisitions, purchase orders (PO#s), and manage Market Development Funds (MDF) requirements.
• Order and maintain marketing swag inventory.

Business Development Director

Technology Field Application Engineer

Senior Data Engineer

Customer Success Manager

Global Product Marketing Manager

Sales Engineer – Cloud

Field Sales Representative, Cloudhealth

Supply Chain Services Manager

Head of Sales – North America

Supply Chain Services Manager

CloudHealth Partner Team – KAE

Field Sales Manager, Named Accounts, New Logos

Account Manager

Inside Sales Representative

Marketing Associate