Develop influential supplier relationships with key decision makers, which will allow Arrow to gain a competitive advantage on sales opportunities and advocate for suppliers within Arrow.
Manage the team to partner with the sales team to enable navigation throughout ECS, drive supplier/technology sales to customers, and position Arrow appropriately with suppliers at both the corporate and local levels.
Provide direction to the team to identify specific use cases, industry and market segments, and customers. Market-specific suppliers and technologies to the Arrow sales team, with the goal of growing the customer base.
Drive and work with the team to develop and execute strategies to grow sales/market share with suppliers and/or technologies. Conduct stakeholder management with key constituents in other departments to enable the implementation of strategies.
Activities include building and executing joint get-to-market and go-to-market plans, educating partners on services, helping partners innovate with our services, and unblocking challenges that our partners face in realizing business growth. You will be responsible for driving top-line revenue, profitability growth, and overall market adoption of partner solutions and capabilities. You will be the cross-vendor AI subject matter expert supporting supplier management and sales teams.
Implement ease-of-business initiatives with suppliers, including, but not limited to, API’s, net transactions, shared backlog files, barcoding, accurate forecasting, sales tools, etc. Coordinate and own supplier reviews, including the resources needed, GRPI model, presentation, and analysis.
The ideal candidate will have experience driving successful partnership initiatives at scale and a sales or business development background with demonstrated experience driving GTM motions. The ideal candidate possesses a demonstrated ability to think strategically about business, product, and technical challenges and a solid ability to dive deep into data to uncover business opportunities. Presentation skills and sales acumen are a must and a core responsibility of the role. Working knowledge of and experience in the AI category is required.
Continually assess workloads, gaps in skills, and the need for additional recruiting, hiring, and staffing.
Generally, top and large supplier lines are assigned to this role/ team.
Requirements & Skills:
Typically requires a minimum of 10 years of related experience with a 4-year degree, or 8 years and an advanced degree or equivalent experience.
Previously managed professional employees and/or supervisors or supervises large, complex technical or business support or production operations team(s)
Execute GTM strategy to grow Arrow AI’s cross-vendor business through partners in North America.
Is accountable for the performance and results of a team within its own discipline or function
Adapts departmental plans and priorities to address resource and operational challenges
Decisions are guided by policies, procedures, and business plans; receive guidance from senior manager.
Provides technical guidance to employees, colleagues, and/or customers
Accountable for the budget, performance, and results of a medium-sized team or multiple small teams
Drive partner revenue and growth through regular pipeline, opportunity registration, and business reviews with partner leadership to exceed annual goals.
Engage with supplier management, partner management, field sales, solution architecture, and end customers to create and drive AI revenue opportunities for Arrow.
Develop and deliver AI cross-vendor solution sales and technical briefings
Exercises full management authority, including performance reviews, pay decisions, recruitment, discipline, termination, and other personnel actions
Provide thought leadership to assist in developing AI cross-vendor strategies and programs.
Addresses issues with impact beyond own team based on knowledge of related disciplines
Support partners at different development stages, including practice development, offering/solution development, enablement, and leveraging various vendor programs.
Serve as an AI subject matter expert who advocates for AI vendor capabilities internally and externally.
