Arrow Electronics Vendor Manager in St Leonards, Australia
About the business
Arrow ECS Australia Pty Limited is one of the industry's leading distributors of IT products, specializing in security, networking, storage, unified communications and product service renewals.
Arrow ECS Australia Pty Limited currently employs over one hundred and ninety staff members across its Sydney, Melbourne, Brisbane, Perth, Canberra, Auckland and Wellington offices. The company's "flat" management structure, open door policy, open communication and approach to its staff, their development and career progression have created a uniquely fresh and innovative working environment and culture.
Arrow ECS Australia Pty Limited works with a range of market-leading vendors to provide advanced and emerging technologies that solve real-world business challenges. We back it with an unparalleled channel services model that goes beyond traditional channel distribution. We help match the right vendor and solution to our customers' challenges, helping them solve complex business issues and translating complex technology into tangible business benefits.
About the role
The role requires consultative and strategic selling skills as well as technical expertise to aid in selling, developing and managing a portfolio of vendor partners. This includes existing partners and prospects within the assigned territory through a mix of phone, email and face-to-face contact.
Create a strategic business plan for specified vendor partners, attach agreed objectives, be accountable and carry out IGNITE framework processes
Support the Channel Development Managers (CDMs) in every aspect of the sales transaction and participation in the vendor partner channel program. Support the growth and maintenance of the Channel
Forecasting to Arrow management and vendor partner sales management, focusing on Distributor-led and Channel-led opportunities
Own the vendor partner program internally
Prepare presentation material for vendor partner Quarterly Business Reviews
Business reporting and analysis
Work with the assigned Marketing team contact to communicate promotions and offers to CDM's; follow up CDM's and drive activity around these promotions and offers
Create unsolicited proposals for trade-ups and cross-sell; manage and create campaigns around EOS and EOL
Convert renewals into cross-sell and up-sell opportunities
New partner on-boarding, management of the on-boarding process and follow-up of recently on-boarded partners to drive enablement and lead generation activities
Assist the channel with quoting, orders and designs
Develop extensive product knowledge to assist the channel
Manage key aspects of specified vendor partner channel program and deal registration process
Analyze customer requirements and installed base to develop unsolicited expand and extend proposals as part of our LEEP methodology
Establish transaction level relationships within channel organizations; assist CDM's in profiling capabilities
Identify, create, develop and propose new solutions and service-based offerings, encompassing learning outcomes in line with specific vendor and Arrow objectives
Work with management and CDM's on the nominated focus and developing account list
Work with CDM's to create formal account plans with respect to enabling clear and concise communications and activities both within partner accounts and Arrow
Provide and meet all reporting and information obligations as directed by management
Analyze current system processes and contribute to existing and new development initiatives
Develop and maintain strong relationships with specific vendor partners and other industry entities to keep up-to-date with trends, issues and developments
Skills and experience
Clear and effective communication.
Strong interpersonal skills.
Good business knowledge and negotiation skills.
Effectively prioritize and multitask for a fast-paced environment.
Work within deadlines
Solid skills on Microsoft Office - Excel, PowerPoint, Outlook and Teams.
Typically requires a minimum of 8 years of related experience with a 4-year degree
Previous sales experience in the IT industry will be highly regarded and is desirable.
Benefits and perks
For suitable candidate, we offer a competitive package with annual bonus with a great rewarding work culture and a fantastic team.
If you are a go getter, believe in establishing the relationships with clients, then do apply for the role immediately.
St Leonards (DC)
Product Management & Supplier Marketing
Arrow Electronics, Inc.'s policy is to provide equal employment opportunities to all qualified employees and applicants without regard to race, color, religion, age, sex, marital status, gender identity or expression, sexual orientation, national origin, disability, citizenship, veran status, genetic information, or any other characteristics protected by applicable state, federal or local laws. Our policy of equal employment opportunity and affirmative action applies to all employment decisions personnel policies and practices, or programs.
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