EMEA & ANZ DM&I Cloud Alliance Manager

EMEA & ANZ DM&I Cloud Alliance Manager will be part of Vendor Core team and responsible for sales execution of Vendor Program linked to market segment. In this role you will be responsible for EMEA Strategic Alliances/relationships on management level & business development activities, using hands-on approach towards the vendors and Arrow "Vendor" teams in (15-26) countries, with the goal of maturing the strategy and commercial outcomes. These can be summarized into 4 core Alliance objectives:

• Increase Profitability by maximizing programs
• Expand the vendor into more/new Arrow Countries
• Introduce new vendor portfolio into Arrow Countries
• Identify "Big Bet" programs that significantly deliver incremental opportunity/profitability
You will work closely with the senior Alliances team in EMEA and senior Arrow staff in other departments and teams in EMEA and countries, to identify, recommend, develop, and support the "Vendor" business towards our country teams, partners, and end customers. You will support the sales and "Vendor" teams with "Vendor" specific knowledge and guidance around programs, portfolio, cloud, licences, technology, processes, enablement, marketing, and services offered by Arrow. The activities will support Arrow "Vendor" country team members as well partners, SI's, MSP's and Resellers in both a vendor specialist and commercial capacity. You will also be responsible for engaging with the relevant vendor teams, overseeing the development of business development and/or "Vendor" enablement services, and validating any joint propositions with the sales teams. Additionally, this role will stretch the incumbent to support / co-lead the country teams of business development Managers to become self-sufficient "Vendor" specialist.,
• Establish technical relationships with partners and, on occasion, with end-user organisations as well as key stakeholders like Vice Presidents, Regional Directors, Country Managers and Business Unit leaders
• Support the services & education team to build a portfolio of services
• Deliver business development projects and act as co-lead overseeing teams
• Review and assure appropriateness and business integrity of activities
• Make business support calls towards "Vendor" teams, on prospective partners, participate in online seminars, and act as a "Vendor" expert for colleagues and partners
• Deliver business development and "Vendor" presentations to country teams, partners and at vendor events
• Advise country teams / resellers transitioning to cloud-based and managed services
• Serve as subject matter expert for ArrowSphere platform capabilities
• Engage partners in development of comprehensive "Vendor" services offerings
• Train, educate and incentivise partners alongside the business development managers team
• Work in tandem with the various business development and sales teams in fulfilling sales goals and responding to RFI/RFPs
• Work proactively with the Arrow cloud / ArrowSphere team to drive Managed Services Provider (MSP) engagement around cloud adoption in the Arrow "Vendor" product and services portfolio
• Provide business support to the sales and "Vendor" teams covering specific vendor combinations in consultation with the Alliances Head in EMEA
• Liaise with the Arrow services and marketing teams to ensure service and marketing requests are being fulfilled and that the services proposition is being properly positioned within the country teams and channel.
• Remain proactively engaged within the country teams / channel to source new partners to onboard onto the Arrow programme
• Remain knowledgeable and fully certified with a strong understanding of current industry technology (related to your Vendor(s), trends, and the competition
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.


• Minimum of 2 years' experience within a sales and services role aligned to a sales team within IT Industry
• The ability and capability to work from home (internet/office space), within Country and at Arrow ECS office
• To communicate, present, report, write and speak in English via different tools
• Very clear, logical and precise (as in unambiguous) communication skills specifically as it relates to staffing and multi-country and culture engagement
• Sales and "Vendor" related accreditations in line with the Arrow ECS portfolio are welcome
• General IT (Security, Data Center, Virtualization & Data Intelligence) domain knowledge and expertise
• An ability to take the initiative and be a pro-active self-starter
• An ability to envision what might be coming down the (sales) pipeline via "Vendor", pre-sales, architect, and post-sales engineers
• Have an empathetic, fair, and generous approach to staff, vendor management and colleagues
• An ability to call for help across the business if there is a need for guidance
• Demonstrate a detailed knowledge of the IT solution practice domain
• A highly entrepreneurial spirit that manifests itself in a "let's make it happen" approach, coupled with initiative and adaptability
• Excellent attention to detail and genuine passion for vendor, relationship, sales and business development
  
  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.