Arrow Electronics Business Development Manager in Bellevue, Washington
Business Development Manager
Purpose of Position: Drive new IoT Arrow Electronics business opportunities, solutions and end-customer solutions/partnerships.
Essential Duties of Position:
Specific Responsibilities Sales/Business Development:
The Business Development Manager (BDM) will be responsible for Arrow Electronics solution development for IoT services enablement across targeted vertical(s), and act as Subject Matter Expert (SME) for these business areas. This position will have ownership and lead IoT solution development for key enablers in IoT devices and deployment across Arrow’s prospect base. This position will be tasked with ensuring prospect development and acquisition of new clients positioning Arrow as a leader in the IoT services enablement market.
The BDM will develop a trust-based, value add relationship with the CXO, SVP, VP of Industry. The successful candidate will maintain and develop sound business relationships with clients and internal team, and position Arrow Electronics as a resource to utilize for new projects. This person will provide oversight in the sales engagement and ensure effective sales management processes are in place so that the qualification, quality, schedule, service delivery and profitability goals are met and exceeded, and drive value for Arrow Electronics.
Principal responsibilities include:
Set short and long term direction for the sales engagement process within the Americas defined territory and targets
Identify and close on new client opportunities for Arrow Electronics
Manage a matrixed decision-maker hierarchy and Account plan to execute on the sales strategy and ensure consistent pricing, targeted quota, planning and high quality service delivery are met.
Leverage Arrow Electronics Management Executives and other senior Business Unit Leadership within the account when appropriate to strengthen client relationships and drive high revenue growth
Network externally to stay relevant within the assigned vertical and territory
Build and manage influential relationships with IoT Suppliers Service Carrier, Cloud, Module, IoT Industry, Compliance and clients.
Knowledge, Skills and Ability
Minimum 5+ years of proven enterprise solution selling and or IoT experience and direct account sales experience of national accounts preferably in enterprise software sales
Working knowledge of IoT market/industry
Comprehensive understanding and knowledge of a vertical assigned market, client business and technology issues and the competitive landscape
Ability to present ideas in effectively to individuals or groups and express ideas and information clearly, plus proven relationship building abilities
Proven experience in driving high volume business development and high client satisfaction in complex accounts
Demonstrated ability to lead a virtual sales process in a consultative sales capacity that results in exceeding multiple quota elements
Demonstrated ability to sell and lead delivery of complex engagements and creative solutions
Expertise in establishing trusted advisor relationships up through CXO levels
Ability to exert strong leadership skills to deal with senior client executives as well as align the individual business lines to develop the customized solution
Superior written and oral communication skills, with the ability to explain complex concepts and issues in client terms to all levels of management and staff
Software sales and business development experience including cultivating opportunities, qualifying opportunities, scoping work efforts, closing on sales and finalizing contracts
IoT end-to-end ecosystem experience
Experience in developing product and solution offerings
Strong interpersonal and people management skills
Years of experience required to meet minimum qualifications:
A minimum of five (5) years of enterprise software sales experience.
Level of Education required to meet minimum qualifications:
Bachelors degree required, Advanced degree or equivalent preferred
International experience and languages (preferred)
Successful Business Development Manager at Arrow Electronics:
Develop or contribute to the overall account strategic plan for designated non-traditional top accounts that incorporates action plans for revenue growth and the allocation of required resources
Develop and execute the long term client relationships at the C-level
Drive the process and be accountable, along with the solutions team, for achieving goals and targets
Manage the quality of highly creative and customized solutions
Work with the delivery team to ensure complete customer satisfaction relative to any on-going client issues during implementation. This includes developing lead generation activities
Analyze and keep abreast of significant market changes (trends, issues, M&A activity, corporate developments) that would be valuable to the client.
Develop and deploy communications to other Executives at Arrow Electronics advising them of changes in the account strategy and any relevant team dynamics
Travel to remote, non-headquartered locations, up to 70% of the time
For this vital role, we require:
Consistent success in field business development or equivalent (minimum 5 years experience)
IoT industry knowledge preferred (minimum 5 years experience) related to the assigned strategic accounts through either working directly in the industry or through being in a similar role
Strong understanding of both IoT technology and business issues that are relevant to the client and their industry
Proven experience in a consultative business development and sales capacity that results in exceeding targets consistently
Strong speaking, writing, organizational and time management skills
Ability to uncover and close complex customized solutions in a direct quota carrying sales environment
Demonstrated success working at the C-level within designated industry
Ability to exert strong leadership skills to deal with senior client executives as well as rally the individual business lines to develop the customized solution
What is in it for you?
Medical, dental, vision, paid time off, 401k domestic partners program and more.
Community involvement opportunities
Most people live in the present. But a handful of us live in a world that doesn’t exist yet — the world of Five Years Out. Five Years Out is the tangible future. And it’s a way of thinking at Arrow that serves as a springboard for innovators, helping them see what’s coming and stay ahead of what’s ahead.
We are much more than products and services. We’re a community of designers, engineers, builders and visionaries who navigate the path between possibility and practicality, across the complete lifecycle of electronics, in some of the fastest-growing commercial and industrial markets on the planet.
The work we do is everywhere, from things you’ve never seen to things you can’t live without. A Fortune 119 company with more than 18,700 employees in over 90 countries, and 2016 sales of $23.8 billion, we guide innovation forward for the world’s leading technologies used in homes, businesses and daily life. If it takes a charge, chances are we helped design it, build it and get it to market.
Are you Five Years Out? Then chances are, you’ll enjoy working with us.
Arrow is an equal opportunity employer. It does not discriminate based upon race, national origin, religion, gender, sexual orientation, gender identity, age, disability, genetic information, protected veteran status or any other characteristic protected by law. Arrow will make reasonable accommodations that enable qualified individuals to perform the essential functions of their jobs so long as the accommodation does not create an undue hardship.