Arrow Electronics BT Account Manager in Newmarket, United Kingdom


BT Account Manager

Job Description:

JOB TITLE: Account Manager – BT



REPORTS TO: BT Global Account Director & Sales Team Manager


The prime function is to actively develop the business with BT on selected chosen vendors and to introduce new vendors and services where applicable.

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 above all hungry to grow and develop business.


As the BT Global Account Manager, your primary role is drive sales engagements and activities across the BT account, both in the UK and overseas – although it is noted that approx. 70% of revenues from BT come within the UK so your efforts should be scaled accordingly.

Instigating and managing various marketing, business development activities & sales campaigns you will directly contribute towards the growth of the BT account as a whole.

Working closely with the BT Global Account Director, you will support him in his role when & where relevant, along with providing support to the BT sales team as a whole regarding sales quotes & enquiries and with any issues & opportunities that may arise.

Duties will include but are not restricted to:

  • To formulate your own business development plan and agree relevant actions with your manager

  • To act independent of the BT Global Account Director, instigating & developing your own set of contacts and opportunities/activities

  • Form strong vendor relationships in order to develop a business development plan for each of these vendors with BT, involving our Sales Specialists as required

  • Work with the resource in the BT team to build new ways of driving business revenues from the account

  • Working with the partner to ensure they have all the tools necessary to realise their sales potential, namely;

  • Ensure the partners' Sales Teams are trained and motivated to sell these vendors and services.

  • Ensure their technical teams have the level of knowledge (e.g. Approved vendor certification) in the vendors.

  • Initiate marketing campaigns for the partner to find new leads.

  • Working and building on relationships within each sector of their business.

  • Managing commercial negotiations with Procurement.

  • Act as the escalation point for BT for any sales issues/opportunities that need addressing above the Internal Account Manager.

  • Gain high level of profile and trust within the partner to ensure ARROW are brought in on larger projects. Taking ownership of those projects in conjunction with our Sales Specialists and 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.

Skills/Experience Required

  • At least 5 years experience in a Sales role within an IT environment.

  • The successful candidate will be a professional sales person who can demonstrate an established career of achievement within an IT sales environment including:

  • Ability to sell sometimes complex solutions to both technical and non-technical audiences.

  • Self motivated with a hard working 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.

  • Numerical proficient, confident using a PC for communication; planning, forecasting calendaring etc.

Desirable Knowledge

  • Experience and knowledge of any of the products’ distributed by ARROW.

  • Experience of IT Corporate resellers/channel sales.

Competencies (Code 1200)

  • Delivers Results

  • Customer Service Excellence

  • Influence and Relationship Building

  • Business Acumen

  • Problem Solving

  • Dealing with Ambiguity

  • Negotiating

  • Time Management

  • Sales/Systems Skills

  • Account Territory Management

Hours of Work

The company’s standard hours of work are 9.00am – 5.30 pm with one hour for lunch, however due to the nature of this role flexibility will be required in order to meet the needs of the role. In addition this role is externally facing and therefore there will be the expectation that you will be required to travel upwards of 50% of the time.


Newmarket, Suffolk

Time Type:

Full time

Job Category:

Customer Facing/Supplier Facing

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.