Arrow Components

Solutions Engineer

• Provide technical knowledge and expertise to the customers on RedHat/OpenShift.
• Advise clients transitioning to cloud-based and managed Datacentre services.
• Serve as subject matter expert for modern Datacentre platform capabilities.
• Support the commercial team in the development, construction of offers to the clients.
• Interact with the partners, identifying the needs and business opportunities by performing technical consultancy.
• Validate and work on NetApp configurations to support the business.
• Deliver training/workshops/webinars/solution presentations to partners, also at vendor events and industry events.
• Create PoC (proof of concepts) within the real customer's environment.

Technical Solutions Architect, RedHat

Account Executive

• 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 Symantec and Carbon Black solutions.
• Develop a thorough understanding of each client’s business objectives, security needs, and technical challenges.
• Collaborate closely with clients to implement tailored cybersecurity strategies that leverage the full Symantec and Carbon Black portfolios.
• Ensure high levels of client satisfaction by consistently delivering value and providing proactive support throughout the client lifecycle.
• Drive the adoption of Symantec and Carbon Black solutions, ensuring clients fully realize the value of the cybersecurity products.
• Work with clients to identify gaps in their security architecture and propose solutions that align with their long-term business goals.
• Collaborate with technical teams to deliver solution demonstrations, workshops, and proof-of-concepts (POCs) to showcase the capabilities of Symantec and Carbon Black.
• Provide leadership during implementation and deployment phases, ensuring a seamless integration of solutions into the client’s environment.
• Meet and exceed revenue retention and growth targets by identifying upsell and cross-sell opportunities within your 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 the performance of solutions and offering recommendations for optimization.
• 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 Symantec and Carbon Black products.

Strategic Account Director – Symantec, Carbon Black

• 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.
• Must be able to promote and sell the value add, supply chain, and full life cycle programs offered by Arrow.

Inside Sales Representative

Sales Engineer

• Evaluate the resellers and their customer needs, drive sales execution, and develop opportunities for both Net New and Existing Customers
• Build and maintain strong relationships with internal teams, vendors, and regional staff across all Vertical markets
• Define and monitor performance metrics for vendors’ products and services
• Conduct regular meetings (both online and face-to-face) with partners to understand their needs and provide tailored solutions
• Apply in-depth knowledge of technical pre-sales and solution architecture to solve complex problems using innovative solutions while working independently with minimal guidance
• Contribute towards building technical awareness of new products within our reseller community, through Planning Technical Road Map, Workshops, Webinars and Events
• Contribute to the management of processes and process improvements and provide informal guidance to junior colleagues
• Provide training and support to partners to enhance their knowledge of our products and services
• Contribute to the overall Revenue/Profitability of the business through initiatives and activity designed to deliver financial performance
• Additional Pre-Sales activities and initiatives as the business requires

Pre-Sales Architect – Cloud

• Building and maintaining influential customer and supplier relationships
• Servicing the customer
• Quotation and closure on business
• Customer strategy and action planning
• Territory and account planning
• Support value-added and supply chain engagements

Inside Sales Representative, IP&E

Pricing Analyst

• Responsible for the analysis of market trends, supplier performance, internal developments and objectives to facilitate ongoing development of Arrow's adder and quoting strategy.
• Facilitate interaction and feedback from segment managers, product specialists and sales management.
• Monitor, measure and report supplier market price performance.
• Prepare negotiation material as well as support the negotiation process.
• Works with technology business managers and product specialists to establish negotiation strategy.
• Strategic customer quotes and associated supplier strategies.
• Facilitates communication with suppliers regarding customer and quote priority.
• Monitor, measure and report performance metrics specific to market price.

Pricing Specialist II

Field Engineer

• Spending a majority of your time in front of customers to influence component selection.
• Responsible for utilizing an advanced understanding of the customer needs and technical leadership expertise to champion return on engineering investment.
• 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.
• Growing your account base each quarter.
• 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.
• Identifying solutions and resolutions to customer design needs and issues.
• Monitoring your performance metrics throughout the quarter and taking corrective action as necessary to ensure you are on track to meet or exceed them.
• Presenting technical seminars and workshops around your supplier lines.
• Providing frequent updates to field sales team and being a motivating force around your supplier lines.
• Partner with the sales team across pre-and post-sales activities, providing technical support and consulting to promote demand creation.
• Technical calibrations & research with sales & other Arrow depts. & 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 and actively participate in strategic branch meetings and QBR.
• Develop and drive strategic technical plans by supplier line or customer solutions.
• Participate in ArrowEDGE initiatives through branch training and customer calls.
• Organize engineering customer events.
• Meeting with suppliers to review recent customer design activity and identify compelling solutions to promote with those customers.
• Attend supplier trainings in person and via conference calls.

Field Applications Engineer

• Define critical markets and new customers in the assigned sales territory, plan strategy, and develop all key relationships to ensure a strong foundation for solution selling
• Maintain and promote relationships with partner contacts who may be determining client opportunities and dealing with existing business challenges
• Execute account strategies to meet or exceed annual and quarterly targets and major business objectives
• Establish a funnel of opportunities with the partners servicing the customers and looking to expand their Citrix footprint
• Clearly articulate (and escalate real-time, as needed) client(s) needs and objectives, along with industry trends to Arrow leadership
• Plan, manage, and oversee all RFPs, including the delivery of proposals to partners and clients
• Ensure that all RFP activities and strategies are clearly established, communicated, addressed, and agreed upon in accordance with Arrow’s guidelines, policies, and procedures
• Lead a strategic account planning process that develops and manages mutual performance objectives, financial targets, and critical milestones
• Cultivate robust relationships with partners and the Arrow ecosystem to support the Citrix product line and drive new sales through Partner RTM

Field Sales Representative, Citrix

Business Development Rep

• Strategische und operative Entwicklung des Herstellers AWS für die Region D-A-CH in ständiger Zusammenarbeit mit den Teamkollegen
• Enge Zusammenarbeit mit den Fachbereichen Pre-Sales, Inside Sales und Marketing zur strategischen Planung und Durchführung der Go-To-Market Strategie
• Pro-Aktive Unterstützung und Schulung der Sales Teams bei komplexen und strategischen AWS-Themen
• Ausbau unserer Bestandspartner im Produktbereich Infrastruktur (IaaS)
• Akquise von neuen Partnern im Produktbereich Infrastruktur (IaaS)
• Aufbereitung & Darstellen der herstellerspezifischen Neuerungen in den Themenbereichen Lizenzierung, Partnerschaften, Produktupdates, Abwicklung, Incentivierung
• Einbindung und aktive Zusammenarbeit mit anderen Arrow-internen Fachabteilungen, um AWS (DSOR) mittels Herstellerkooperationen durch unser einzigartiges Portfolio am Markt zu positionieren
• Intensive Pflege und ständige Erweiterung des persönlichen Netzwerks durch enge Zusammenarbeit inklusive regelmäßiger Abstimmung zum Auf- und Ausbau der Geschäftsbeziehung mit dem Hersteller
• Ausarbeiten und Platzieren der Arrow USP’s und Mehrwerte bei Neu- und Bestandspartnern

Business Development Manager – AWS

Program Manager

• Plan and deliver clear, consistent communication aligned with sales priorities and initiatives
• Translate strategy into actionable, field-relevant messaging
• Support leadership events with concise, business-focused content
• Ensure alignment and continuity of key messages across the sales organization
• Manage and optimize internal platforms to provide easy access to sales content and resources
• Coordinate stakeholders to develop high-quality, relevant enablement materials
• Ensure content is structured, up to date, and aligned with business priorities
• Track usage and engagement of sales content and communications
• Analyze feedback, participation, and adoption of enablement initiatives
• Deliver actionable insights and recommendations to leadership
• Support onboarding and ongoing enablement of sales teams
• Design engaging learning content and sessions

EMEA Sales Enablement Program Manager

• Responsible for utilizing an advanced understanding of the customer needs and technical leadership expertise to champion return on engineering investment.
• Participate as technical lead on large, complex customer engagements involving broad, system solutions and identify and drive demand creation by maximizing Arrow content on designs.
• Partner with the sales team across pre-and post-sales activities, providing advanced technical support and consulting to promote demand creation.
• Champion return on engineering investment, design win priorities, initiatives, and promotions by obtaining buy-in and support from sales.
• Provide technical leadership to the branch, customers, and suppliers shaping strategy and guiding technical direction/priorities.
• Demonstrate an advanced understanding of the strengths and weaknesses of supplier technologies and how those technologies relate to market needs, including vertical segmentation.
• Position Arrow’s differential value proposition, supplier technologies, as well as, competitor technologies.
• Possess a complete knowledge of products and full knowledge of entire scope of assigned lines.
• Has sound product knowledge of Arrow's line card.
• Attend supplier trainings.
• Manage supplier and customer expectations by building and developing relationships with senior level decision makers, keeping stakeholders up-to-date on activities, plans, and progressing towards initiatives.
• Deepen and broaden connections with key decision makers within suppliers and customers.
• Attend and actively participate in strategic branch meetings and QBR.
• Use ROI concepts for making strategic business plans and decisions.
• Develop and drive strategic technical plans by supplier line or customer solutions.
• Support design services initiatives.

Sales

• Delivering profitable IP&E market share gains
• Driving IP&E Design Conversion through the Sales & Engineering Organization
• Driving Non-Demand Creation IP&E projects and Sales through the Organization
• Developing and implementing financial and logistics programs to enable sales to both win market share and improve our overall productivity
• Implementing & execute supplier strategy and programs within the region and define aligned regional strategies and programs to support this
• Work alongside regional managers to train, enable and develop the field engineering & sales teams
• Acting as positive spokesperson for the region both internally and externally
• Supporting Sales organization as escalation resource on IP&E issues
• Working in collaboration with all Arrow teams to exceed customer expectations
• Participating in the regional review of the quote follow-up process

Regional Sales Manager – IP&E

Product Manager

• Define critical markets and new customers in the assigned sales territory
• Maintain and promote relationships with customer contacts
• Ensure customer satisfaction as it pertains to supply chain management
• Develop strategic plans for all assigned accounts
• Prepare comprehensive internal quarterly business reviews (iQBR)
• Lead regular QBRs with major customers
• Promote and sell the value add, supply chain, and full life cycle programs

• The liaison/interface between Arrow's suppliers and Arrow sales team
• Develop, grow and leverage the influential supplier relationships to negotiate competitive pricing and availability
• Arrange meetings via webcast, phone, or in person to drive and increase market share
• Investigate price anomalies across all regions and work to maintain price stability
• Engage in strategic conversations with sales leaders to strategize on opportunities

Business Development Manager

Account Manager

• Responsible for acquiring new business, reactivating underpenetrated or neglected accounts, and growing strategic customer relationships across the DACH or NORDIC region.
• Proactively identify demand and supply opportunities for obsolete electronic components.
• Develop pricing, quotations, and proposals aligned with independent market conditions.
• Manage the full order‑to‑invoice lifecycle, ensuring speed, accuracy, and customer satisfaction.
• Monitor market dynamics, pricing fluctuations, and availability in the global component market.

Technical Solutions Architect, RedHat

Strategic Account Director – Symantec, Carbon Black

Inside Sales Representative

Pre-Sales Architect – Cloud

Inside Sales Representative, IP&E

Pricing Specialist II

Field Applications Engineer

Field Sales Representative, Citrix

Business Development Manager – AWS

EMEA Sales Enablement Program Manager

Field Applications Engineer

Regional Sales Manager – IP&E

Product Manager

Business Development Manager

Senior Account Manager