Business Development Manager Security

Position:
Business Development Manager Security

Job title: Business Development Manager

Location: Prague, Czechia

Reporting to: Business Unit Manager

Division: Enterprise Computing Solutions

Vendor: Tenable, RSA, Trellix

WHO WE ARE:Arrow Enterprise Computing Solutions (ECS), a part of Arrow Electronics, brings innovative IT solutions to market to solve complex business challenges. We deliver value-added distribution, business consulting and channel enablement services to leading technology manufacturers and their channel partners. We help businesses grow faster, operate efficiently and transform in a dynamic market.

Find more information about us on our page: ***/globalecs/cz/

Learn more about Arrow: How we guide innovation Five Years Out (youtube.com)

ABOUT THE ROLE

The Business Development Manager in Arrow will be responsible for the management of existing and potential customers. The primary outcome is to drive profitable growth in the partner landscape through the acquisition of new logos as well as management and growth of existing customers. They will be required to define customer and vendor needs and execute against a sales plan to develop and grow the business. The role will involve relationship management and development across both our partners and vendors to ensure trust and mutual execution of business purposes.

What will you be doing at Arrow Enterprise Solutions?

• You will be working with Arrow Account Managers (Internal Sales) and Account Director's (External Sales), to identify the key reseller partners with good potential to develop sales of the vendor's products and services.
• You will work with partners to ensure they have all the tools necessary to realize their sales potential.
• Execute successful business plans with reseller partners, with more focus on distribution managed and mid-market partners.
• You will build and maintain strong relationships within the vendor and within the channel customer base.
• Identify new partners and engage and enable accordingly to drive incremental sales.
• Support, own and drive activity around campaigns and projects to target specific go to market messaging.
• Regular and accurate forecasting of opportunities, providing intel for both short and long term deals.
• Maximise margin opportunity by focusing on partners and targets where margin potential is greater. Maximising vendor programmes to ensure back end rebate targets and focus areas are met.
• Identify sales scenarios and opportunities to develop business to meet and exceed targets.
• Enable partners by providing regular sales training either face to face or via webinar and facilitating the delivery of technical training.
• Gain a high level profile and trust within the partner base to ensure Arrow are brought in on larger projects.
• Strong focus on distribution managed partners and work closely with the vendor to develop those accounts.

• You have experience in a similar position within security andsoftware solutions sales in IT channel sales or end-user sales
• A full driving license and readiness to travel across Czechia
• Fluency in English
• Czech - native/advanced
• Good communication and negotiation skills
• Ability to build and develop strategic business relationships
• Self-motivated with a hardworking and proactive approach
• Effective communication with people at all levels
• 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 solution sales concepts including working with alliance vendors.
• Problem solving and capacity to follow through on a task to conclusion.

• Attractive employee compensation package - salary consists of base and variable compensation
• Extra benefits
• Reliable & trusting work environment
• Cooperative team with flat structures and communication
• Professional and personal development