Position:
Regional Account Manager (Symantec, Carbon Black, CA)
Job Description:
Arrow's Enterprise Computing Solutions (ECS) business is a global technology enablement company that brings innovative IT solutions to the market to solve complex business challenges. We deliver value-added distribution, business consulting, and channel enablement services to the world's leading technology manufacturers and their channel partners that serve commercial and government markets.
The Regional Account Manager Symantec, Carbon Black, and CA Spain is responsible for owning, driving and expanding the overall sales plan for Symantec's commercial segment. This will include net new business (whitespace), customer win back and competitive displacement. You will own the execution of this strategy across your geo and support our country channel team to meet their goals. You will be responsible for generating and closing pipeline. You will support the organization to develop and execute specific plans to drive opportunity in this space and be responsible for the net new commercial sales in each country/region. You will develop strong business alignment with our key partners and build robust reporting & forecasting for your business. Your ability for creative thinking, commercial acumen, proactivity & commitment will contribute to success. You will continually develop the business and stay ahead of the market.
Key Activities
Management & execution of Commercial new business sales strategy directly we end user prospects
Ownership for strategic relationships with key prospects (C-level/Senior Management)
Manage the local execution of EMEA wide initiatives for each strategic program or market segment initiative.
Supporting key partnerships to drive new commercial opportunity
Coordinate forecasting/pipeline process in line with Arrow Countries
Provide sales leadership and management to the Regional VPs, Country Managers and Business Unit Leaders in their daily business
Work closely with all internal departments/Countries within Arrow ECS EMEA towards the achievement of financial and business goals
Matrix management (in-direct reports) of in country Business Developers to support commercial opportunity
Working with marketing strategist to design and develop sales campaigns to target commercial customer whitespace
Development of sales plays to ensure continued adoption of Symantec products by Commercial customers
What we're looking for
Have relevant direct touch/end-user sales experience in cybersecurity (Braodcom Symantec, Carbon Black and CA products & solutions would be a strong asset) or technology space, managing customer relationships, processes and programs and/or sales personnel within the IT industry.
Has developed and executed strategic sales initiatives including setting business expectations and objectives.
Demonstrate that they have worked effectively with marketing to maximize effectiveness of Go to Market programs
Demonstrate leadership abilities, team management and interpersonal skills.
Demonstrate ability to work in a matrix organization..
Travel is estimated to take up 75% of working time.
5 years' experience minimum into the cybersecurity/IT area is required .
Qualities
Strong own leadership/management qualities
Strong degree of structure and organization
Ability to enthuse, to connect and mobilize people involved
Has a good understanding vendor strategy and can evangelize the vendor propositions
Demonstrate a strong understanding of the full needs of the wider business in relation to the sales organization
Hunting profile
Skills
Fluent in Spanish & English
Strong writing and communication skills
Strong influencing and negotiation skills
Good Relationship building
Direct experience with cybersecurity vendor
What we offer
Health insurance
Opportunity to take part of a new and stimulating experience.
Arrow is an equal opportunity employer and is committed to creating an inclusive and diverse working environment by providing equal employment opportunities for all qualified persons.
Location:
ES-Alcobendas, Spain (Avenida de Europa)
Time Type:
Full time
Job Category:
Sales
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