Business Development Manager – EMEA
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Job Description
Responsible for managing customers and partners for Microsoft Embedded / IoT solutions. Focusing on driving profitable growth through acquisition and growth of existing customers in the EMEA region.
Responsibilities:
- The Business Development Manager will be responsible for the management of existing and potential customers/partners for Microsoft Embedded / IoT
- Work with Arrow Account Managers to identify and develop reseller/partner accounts with strong potential to grow Microsoft Embedded/IoT
- Build and maintain strong relationships within Microsoft and across the channel partner base to enable joint execution and pipeline growth
- Identify new partners, engage and enable them with the tools, knowledge, and programs required to realize their sales potential
- Support and drive campaigns and partner projects to target specific go-to-market messaging and accelerate adoption
- Provide regular and accurate forecasting of opportunities and share market intelligence for both short- and long-term deal planning
- Maximize margin opportunities by focusing on the right partners, targets, and vendor programs to ensure rebate targets and focus areas are met
- Identify sales scenarios and opportunities to meet and exceed targets, acting as a trusted advisor in qualifying dedicated-purpose/embedded use cases together with internal stakeholders
- Enable partners through regular sales training (in-person or webinars) and facilitate access to technical enablement when needed
- Earn a high level of profile and trust within the partner base to ensure Arrow is engaged early in larger projects and strategic opportunities
Requirements:
- Experience in a similar role within software/hardware solutions sales in IT channel sales and/or end-user sales
- Strong understanding of the embedded / IoT ecosystem and ability to engage both commercial and technical stakeholders (partners, OEMs, integrators, ISVs)
- Fluency in English
- German – native/advanced
- Strong communication and negotiation skills
- Ability to build and develop strategic business relationships
- Self-motivated with a proactive approach and structured time/opportunity management
- Ability to learn product benefits and solution sales concepts and work effectively with alliance vendors
- Problem solving and capacity to follow through on tasks to conclusion
- Readiness to travel across EMEA as required
Benefits:
- 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
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