Business Development Manager

Position:Business Development Manager

Job Description:

Business Development Manager, Internet of Things (IoT) 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. Job Qualifications: 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? Training Skills development Performance coaching Medical, dental, vision, paid time off, 401k domestic partners program and more. Community involvement opportunities FUNCTION:Sales At Arrow, we are driving innovation and choice by offering employees a variety of benefits designed to keep you and your family physically and financially healthy. Our comprehensive, competitive benefits program is an important part of your total compensation package. We offer a variety of plans and coverage including health and welfare, retirement, paid time off, and voluntary benefits as well as resources to help you make cost-effective decisions for you and your family. Everyone counts at Arrow, and our benefits enable you to achieve and maintain better health and plan for your future as we work together toward smarter solutions in tomorrow's technology. Arrow offers competitive time off for you, which includes accrued vacation time, personal and floating holidays, in addition to other observed holidays. These are granted based on the date you join the company in any given year. http://benefits.arrow.com EOE Minorities/Females/Protected Veterans/Disabled Arrow Electronics, Inc. is committed to working with and providing reasonable accommodation to individuals with disabilities. If, because of a medical condition or disability, you need a reasonable accommodation for any part of the employment process, please refer to our Hiring Process & Accommodations Request Instructions on our Career Site to let us know the nature of your request and your contact information.

Principal Accountabilities

● Responsible for the assessment of existing and potential customers, defining product needs, and sales execution. Continuous relationship development between the business area, regional teams and the manufacturers to ensure a trust and support of business objectives. Budget responsibility for all assigned business development areas.

● Defines and tracks performance for the manufacturers products and services.

● Coordinates opportunity development of both Net New as well as Existing Customers.

● Relationship management with the manufacturer's regional staff in all Vertical markets.

Job Complexity

● Requires in-depth knowledge and experience

● Solves complex problems; takes a new perspective using existing solutions

● Works independently; receives minimal guidance

● Acts as a resource for colleagues with less experience

● Represents the level at which career may stabilize for many years or even until retirement

● Contributes to process improvements

● Typically resolves problems using existing solutions

● Provides informal guidance to junior staff

● Works with minimal guidance

Experience / Education

Typically requires 5–7 years of related experience with a 4 year degree; or 3 years and an advanced degree; or equivalent work experience.

Location:Orange County

Time Type:Full time


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