Arrow Electronics Business Development Manager - Skybox / Forescout in United States

Position:

Business Development Manager - Skybox / Forescout

Job Description:

Role

As a key member of the FORESCOUT & SKYBOX Product Team within the Networking & Security business, the primary goal is to actively drive sales and help develop profitable channel partners for our FORESCOUT & SKYBOX business. This is an exciting role within the FORESCOUT & SKYBOX team.

The successful candidate will be a professional sales person who can demonstrate consistent over achievement within a sales role; they will be self-motivated, focused and will be able to demonstrate a proactive approach to driving incremental sales.

Aside to this the role is to support the Arrow ECS Sales Teams in their named partner accounts by providing them with the necessary business development, enablement, training and vendor specialisation including product knowledge, programs and roadmap information.

Responsibilities

Duties will include but are not restricted to:

Finance & Reporting

  • Meet/exceed revenue and internal margin targets for FORESCOUT & SKYBOX products.

  • Ownership and reporting including quarterly/monthly/weekly forecasting into line management with accurate and timely information on lead management, initiatives/programs, pipeline and Big Deal Tracker.

  • Conduct monthly 1-1 business reviews with your Business Manger or Business Group Manager to ensure key performance metrics and objectives set out in the Business Development Plan are on track.

Sales / Partner Development

  • Train and enable the Arrow Account Managers and Account Directors to articulate the basic vendor message around FORESCOUT & SKYBOX, so as to get as much reach and coverage into the partner base as possible.

  • Support the Arrow Account Managers and Account Directors to maximize sales of the FORESCOUT & SKYBOX portfolio into the partner community to include (a) all products, solutions and services of FORESCOUT & SKYBOX, (b) all predefined company solutions where the FORESCOUT & SKYBOX product constitutes a critical component of the solution, and (c) all relevant FORESCOUT & SKYBOX programs and initiatives to leverage the profitability and growth within the partner community.

  • Be able to articulate professionally the FORESCOUT & SKYBOX value proposition and the overall joint value proposition of Arrow ECS and FORESCOUT & SKYBOX to the Reseller Partner Community.

  • Work closely with your Arrow ECS Business Manager to plan, create and execute on a Business Development Plan that will increase sales of all FORESCOUT & SKYBOX products within the reseller partner community. This plan will require you to:

  • Develop and work with a targeted list of Reseller Partners to develop FORESCOUT & SKYBOX revenues,

creating specific plans and GTM activites.

  • Work with these partners to ensure they have all the tools necessary to realise their sales potential.

  • Help initiative marketing campaigns for these partners to find new leads.

  • Be proactive in the identification of new partners, engage and enable accordingly.

  • Identification of win back partners to increase market share.

  • Attend regular meetings within the partners to include QBR’s, Executive, Marketing, Finance and Technical in order to drive the Business Development Plan.

  • Enable partners by providing regular sales training, face to face or via webinar and faciliting the develivery of technical training.

  • Cordinate with Account Managers and Account Directors to ensure partner procurement will buy from Arrow ECS.

  • Maximise opportunity for fulfilment business (i.e. switch/move business through Arrow ECS) by highlighting must win accounts and creating a target list to work on in conjunction with your Business Manager or Business Group Manager.

  • Understand FORESCOUT & SKYBOX’ business including core strategy, financial performance, business/growth goals and total UK revenue (including Arrow ECS’s share of wallet by revenue and product mix).

  • Gain a high level profile and trust within the partner base to ensure Arrow are brought in on larger projects. Taking ownership of those projects, where appropriate dealing with the end user to ensure key benefits have been understood, competitors eliminated, objections removed, budget approved and that they move to a successful conclusion.

Relationships

  • Interfacing with peer level with FORESCOUT & SKYBOX and leverage the FORESCOUT & SKYBOX territory salespeople within their named partner accounts if applicable.

  • Regular communications with the Account Managers and Account Directors for the named partner accounts where you play a supporting role to include (a) forecasting into Business Manager/Business Group Manager (b) the co-ordination of your combined contact into each Partner and (c) the co-ordination of all actions set out in the partner specific plan.

  • Build and maintain strong relationships within FORESCOUT & SKYBOX.

  • Gain a high level profile and trust within the partner base to ensure Arrow are brought in on larger projects. Taking ownership of those projects, where appropriate dealing with the end user to ensure key benefits have been understood, competitors eliminated, objections removed, budget approved and that they move to a successful conclusion.

Person Specification

Skills and experience required:

  • The successful candidate will be a professional sales person who can demonstrate an established career of achievement within an IT sales environment including the ability to sell sometimes complex solutions to both technical and non-technical audience.

  • Self-motivated with a hardworking and proactive approach.

  • Natural propensity to adopt a structured approach i.e. Managing time in the office and on the road, determining who key decision makers are and the dynamics of the sales of complex projects.

  • Ability to learn product benefits and key technical concepts (training will be given).

  • Self-starter with outgoing personality but with an unselfish team player mentality.

  • Sound business acumen and ability to understand and interact with customers of all types.

  • Numeracy, totally comfortable using a PC for communication, planning, forecasting calendaring, etc.

  • Desirable. Experience and knowledge of any of the products distributed by Arrow. Experience of IT resellers/channel sales.

Competencies (1200)

  • Delivers Results (Drive for Results)

  • Customer Service Excellence (Customer Focus)

  • Influence and Relationship Building (Peer Relationships)

  • Business Acumen

  • Problem Solving

  • Dealing with Ambiguity

  • Negotiating

  • Time Management

  • Sales/Systems Skills

  • Account Territory Management

Location:

Newmarket, Suffolk

Time Type:

Full time

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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.