Arrow Electronics
Overview
The Arrow ECS Sales Engineering Manager (SEM) is a technical leader for the Security Practice area. The Sales Engineers within the practice report to the SEM, who reports to a Sales Engineering Director. The SEM has dotted line responsibility to, and alignment with, the Sales Manager(s). The SEM leads the Sales Engineers within the practice and has direct customer interaction as the technical leader for the practice. The SEM acts as a resource for the Practice Sales Manager(s) when they have specific accounts or territory assignments. Position
Sales Engineering Manager The SEM is responsible for recruiting, leading, coaching and mentoring the team. The team provides technical expertise through sales calls, presentations, solution design, product and proof of concept demonstrations, solution consultation, architecture reviews, and enablement of Arrow partners. The SEM should have a background in technical and business acumen and experience guiding pre-sales teams forward. The SEM is expected to manage the team’s activity, conduct one-on-one meetings with direct reports, and partner with sales and technical counterparts to attain go-to-market strategies and revenue/margin goals. What You\'ll Be Doing
Focus on solution sales with suppliers and partners through development and coaching of sales engineers Consultative approach with deep understanding of how technology enables business outcomes Attract, develop and retain top talent Execute on the Arrow vision and mission Responsible for sales quota in the supported Practice Pipeline management and sales acceleration for opportunities Build strong relationships with the technical decision maker, executive stakeholders and own the technical side of supplier and partner relationships Collaborate with sales teams and drive the sales process of the solution, including identifying the opportunity, qualifying, forecasting, decision making criteria, and closing Execute Arrow Sales Methodology and strategy with direct reports, sales counterparts, suppliers and partners Deliver a world-class customer experience according to company standards Provide monthly reporting to suppliers and Arrow partners Present in QBRs and other executive level presentations Manage professional employees and/or supervisors or supervise large, complex technical or business support teams Be accountable for the performance and results of a team within discipline or function Adapt departmental plans and priorities to address resource and operational challenges Provide technical guidance to employees, colleagues and/or customers Set employee performance objectives, conduct performance reviews and recommend actions Define team operating standards and ensure essential procedures are followed What We're Looking For
2 - 5 years of experience in a Sales Engineering Manager position Prior experience as a Solutions Architect, Sales Engineer, etc. Demonstrated expertise in the IT sales channel landscape, including a strong understanding of distribution models, reseller networks, and partner ecosystems Experience working with IT security vendors (e.g. Palo Alto, CrowdStrike, IBM, Fortinet, Checkpoint, Cisco, Thales, Imperva, Forescout, Trend Micro, etc.) Background in services and/or systems administration is a plus Excellent verbal and written communication skills; you will be presenting to groups of partners, suppliers, sales teams, as well as direct reports via collaboration tools and in person Must have experience utilizing Microsoft Office products, Salesforce, and other presentation tools Innovative mindset with a passion for process improvement Up to 25% travel “Whatever it takes” attitude and motivation to do whatever is necessary to assist in closing a deal Work Arrangement
Fully Remote: Must be able to travel to an Arrow office as requested by Arrow leadership. What\'s In It For You
At Arrow, we recognize that financial rewards and great benefits are important aspects of an ideal job. We offer competitive financial compensation, including various compensation plans and a solid benefits package. 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.) Tution Reimbursement Growth Opportunities And more! Annual Hiring Range/Hourly Rate
$105,300.00 - $192,500.00 Actual compensation offer to candidate may vary from posted hiring range based on geographic location, work experience, education, and/or skill level. The pay ratio between base pay and target incentive (if applicable) will be finalized at offer. Location
US-TX-Texas (Remote Employees) Remote work employees may be required to be present at the closest Arrow office for work-related purposes, at the Company?s request and sole discretion. Time Type
Full time Job Category
Sales EEO Statement
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. (Arrow EEO/AAP policy) We anticipate this requisition will be open for a minimum of five days, though it may be open for a longer period of time. We encourage your prompt application.
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The Arrow ECS Sales Engineering Manager (SEM) is a technical leader for the Security Practice area. The Sales Engineers within the practice report to the SEM, who reports to a Sales Engineering Director. The SEM has dotted line responsibility to, and alignment with, the Sales Manager(s). The SEM leads the Sales Engineers within the practice and has direct customer interaction as the technical leader for the practice. The SEM acts as a resource for the Practice Sales Manager(s) when they have specific accounts or territory assignments. Position
Sales Engineering Manager The SEM is responsible for recruiting, leading, coaching and mentoring the team. The team provides technical expertise through sales calls, presentations, solution design, product and proof of concept demonstrations, solution consultation, architecture reviews, and enablement of Arrow partners. The SEM should have a background in technical and business acumen and experience guiding pre-sales teams forward. The SEM is expected to manage the team’s activity, conduct one-on-one meetings with direct reports, and partner with sales and technical counterparts to attain go-to-market strategies and revenue/margin goals. What You\'ll Be Doing
Focus on solution sales with suppliers and partners through development and coaching of sales engineers Consultative approach with deep understanding of how technology enables business outcomes Attract, develop and retain top talent Execute on the Arrow vision and mission Responsible for sales quota in the supported Practice Pipeline management and sales acceleration for opportunities Build strong relationships with the technical decision maker, executive stakeholders and own the technical side of supplier and partner relationships Collaborate with sales teams and drive the sales process of the solution, including identifying the opportunity, qualifying, forecasting, decision making criteria, and closing Execute Arrow Sales Methodology and strategy with direct reports, sales counterparts, suppliers and partners Deliver a world-class customer experience according to company standards Provide monthly reporting to suppliers and Arrow partners Present in QBRs and other executive level presentations Manage professional employees and/or supervisors or supervise large, complex technical or business support teams Be accountable for the performance and results of a team within discipline or function Adapt departmental plans and priorities to address resource and operational challenges Provide technical guidance to employees, colleagues and/or customers Set employee performance objectives, conduct performance reviews and recommend actions Define team operating standards and ensure essential procedures are followed What We're Looking For
2 - 5 years of experience in a Sales Engineering Manager position Prior experience as a Solutions Architect, Sales Engineer, etc. Demonstrated expertise in the IT sales channel landscape, including a strong understanding of distribution models, reseller networks, and partner ecosystems Experience working with IT security vendors (e.g. Palo Alto, CrowdStrike, IBM, Fortinet, Checkpoint, Cisco, Thales, Imperva, Forescout, Trend Micro, etc.) Background in services and/or systems administration is a plus Excellent verbal and written communication skills; you will be presenting to groups of partners, suppliers, sales teams, as well as direct reports via collaboration tools and in person Must have experience utilizing Microsoft Office products, Salesforce, and other presentation tools Innovative mindset with a passion for process improvement Up to 25% travel “Whatever it takes” attitude and motivation to do whatever is necessary to assist in closing a deal Work Arrangement
Fully Remote: Must be able to travel to an Arrow office as requested by Arrow leadership. What\'s In It For You
At Arrow, we recognize that financial rewards and great benefits are important aspects of an ideal job. We offer competitive financial compensation, including various compensation plans and a solid benefits package. 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.) Tution Reimbursement Growth Opportunities And more! Annual Hiring Range/Hourly Rate
$105,300.00 - $192,500.00 Actual compensation offer to candidate may vary from posted hiring range based on geographic location, work experience, education, and/or skill level. The pay ratio between base pay and target incentive (if applicable) will be finalized at offer. Location
US-TX-Texas (Remote Employees) Remote work employees may be required to be present at the closest Arrow office for work-related purposes, at the Company?s request and sole discretion. Time Type
Full time Job Category
Sales EEO Statement
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. (Arrow EEO/AAP policy) We anticipate this requisition will be open for a minimum of five days, though it may be open for a longer period of time. We encourage your prompt application.
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