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About the Role
Arrow's Sales teams connect customers with the expertise, solutions, and global capabilities they need to move faster, solve complex challenges, and stay ahead of what's next. A Key Accounts Manager serves as the single point of contact for large, complex Arrow customers, creating selling opportunities and building strategic relationships with top management to achieve sales quotas.
Responsibilities
- Creates selling opportunities within assigned critical, large, multi-location, complex, and high visibility Arrow customers through a strategic sales plan.
- Assesses, clarifies, and validates customer needs on an ongoing basis.
- Leads a strategic account planning process to develop mutual performance objectives, financial targets, and critical milestones.
- Executes solutions selling through advanced knowledge of Arrow’s supply chain solutions and design processes.
- Grows profit and maximizes margins by selling value-added, long-term solutions.
- Coordinates the involvement of Arrow personnel, including sales support, service, and management resources.
- Manages a territory of accounts averaging $150M+.
- Plans, manages, and oversees all RFQs within assigned customers.
- Ensures RFQ activities and strategies align with Arrow guidelines, policies, and procedures.
- Participates in the review and negotiation of significant contracts.
- Assists in reviewing customer requests to ensure amendments to contract terms and conditions are carried out.
- Ensures seamless contract renewal/negotiation processes by providing necessary information to all departments.
- Maintains a dominant market share position at each assigned account.
- Develops and builds influential and strategic relationships at the decision-making level, including senior management and C-suite.
- Utilizes distribution/rep/supplier knowledge to grow sales and profits within assigned customers.
- Interfaces with suppliers to update them on demand creation progress.
- Builds strong relationships with suppliers’ reps and managers.
- Develops relationships with key personnel in marketing, product development, manufacturing, purchasing, and engineering at accounts.
- Utilizes Arrow’s key management with key customers and suppliers.
Requirements
- Typically requires a minimum of 8-12 years of related experience with a 4-year degree; or 8 years and an advanced degree.
- Strong understanding of the IT Channel Ecosystem and its value to partners in a solution selling manner.
- Demonstrated success developing trusted relationships with senior stakeholders up to and including C-suite.
- Consistent record of strong performance against goals in a senior/strategic sales capacity.
- Comfortable operating in a highly matrixed environment.
- Ability to align cross-functional teams and partners and drive accountability without direct authority.
- Ability to recruit, influence, and grow business within both existing and new accounts.
- Experience selling IT services with the ability to translate technical capabilities into customer outcomes.
- Established relationships and credibility on the OEM and broader partner side.
Skills
- Solutions selling
- Strategic account planning
- Supply chain solutions
- Contract negotiation
- Relationship building
- Pipeline creation
- Stakeholder mapping
- Opportunity qualification
Location
- US-IL-Illinois (Remote Employees)
Work Type
- Fully Remote
- Full time
Experience Level
- 8-12 years of related experience
- Senior/strategic sales capacity
Education Level
- 4 year degree
- Advanced degree
Salary/Compensations
- $166,700.00 - $200,204.00
Benefits
- Medical, Dental, Vision Insurance
- 401k, With Matching Contributions
- Short-Term/Long-Term Disability Insurance
- Health Savings Account (HSA)/Health Reimbursement Account (HRA) Options
- Paid Time Off (including sick, holiday, vacation, etc.)
- Tuition Reimbursement
- Growth Opportunities
About the Company
- Arrow enables customers and suppliers to design and distribute technology around the world, connecting people, ideas, and innovation to solve real-world challenges.
- Arrow provides expertise, solutions, and connections that help shape what's next.
- As a global technology solutions provider, Arrow offers opportunities to learn, collaborate, and build a meaningful career while making an impact around the world.
- Arrow creates an environment where collaboration, curiosity, and continuous learning help employees grow and make a meaningful impact every day.
- Arrow provides opportunities to build new skills, work alongside talented teams around the world, and contribute to technology that helps shape a better future.
Equal Opportunity
- Arrow is an equal opportunity employer. All applicants will be considered for employment without attention to race, color, religion, gender, age, sexual orientation, gender identity, national origin, veteran or disability status.