Position:

Business Development Manager

Job Description:

JOB TITLE: EMEA Business Development Manager (EMEA BDM)

DIVISION: Virtualization & Data Intelligence EMEA

JOB LOCATION: Remote (and office) in Morocco

REPORTS TO: Head of Virtualization & Data Intelligence EMEA (HoVDI EMEA)

Vendor(s): VMware, possibly in combination with others

Role

The EMEA BDM is part of EMEA Strategic Vendor Alliance team and in this role she/he is responsible for EMEA Strategic Alliances/relationship on management level & business development activities, using hand-on approach towards the vendors and Arrow "Vendor" teams in (15-26) countries, with the goal of maturing the strategy and commercial outcomes.

She/he will work closely with HoVDI 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. The EMEA BDM will also ensure that proposed and existing portfolio and solutions conform to current best practices but maintain an open mind to innovations and developments across the sector.

She/he 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. The EMEA BDM 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.

The EMEA BDM has six main responsibilities:

• Offer SME (subject matter expertise) leadership by the acquiring, maintaining, and using knowledge of "Vendor" strategy, mission, culture, technology, portfolio, programs, commercials, solutions, processes, best practice, "got to market", services, market, segments, partners and "end user" company profiles of current and potential (partner) ecosystems.
• Create, build, present, execute, manage, and report business development plan in combination with EMEA marketing, EMEA education, Arrow country "Vendor" and Arrow services teams with a hands-on approach.
• Organise, plan and held EMEA Quarterly Business Review (QBR's), workshops, wessions, meetings, round tables, etc.
• Provide analyses, reporting, presentations, and documents to support the "Vendor" business and country teams.
• Responsible for daily operation, to achieve personal targets, objectives, and goals - set by management - and tasks given by the HoVDI EMEA, related to company goals.
• Be a proactive contributor to "Vendor" / Solutions / Alliance team domain's body of knowledge by way of sharing strategic "Vendor" portfolio & services knowledge via internal articles, writing newsletters on "Vendor" strategic matters and results, actively directing the channel's/teams attention to significant events and milestones within the domain via social media.
  
  

Key Skills / Experience / Technology Skills

• Minimum of 6 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 Morocco and at Arrow ECS office in Casablanca
• 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
• 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
  
  

Responsibilities To Vendors, Partners And Arrow

Duties will include but are not restricted to:

• 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 HoCDI 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 Administrative Responsibilities

The EMEA BDM will be required to use Arrow tools like EMEA Weekly forecasting, Workday to approve annual leave requests and ensure that staff are fulfilling their HR milestones. They will also be required to approve expenses in Concur. Several other administrative tasks will become necessary at various times as the business continues to evolve.

Competencies

• Delivers Results
• Accountable
• Customer Service Excellence
• Influence and Relationship Building
• Business Acumen
• Problem Solving
• Dealing with Ambiguity
• Negotiating
• Time Management
• Activity Based Management
• Forecasting
• Innovate
• Collaborate
• Building reports and briefings
• Functional/Business Skills
• Presentation Skills
  
  

Hours of Work

The company's standard hours of work are 9.00am - 5.30 pm CET with one hour for lunch, however due to the EMEA time zones and nature of this role flexibility will be required to meet the needs of the role. In addition, this role is remotely facing and therefore there will be the expectation that you are able to work with tools like Microsoft Teams and Zoom. Traveling is EMEA is not part of this role with one possible exception.

Location:

MA-Casablanca, Morocco (Boulevard Al Quods)

Time Type:

Full time

Job Category:

Sales