Regional Account Manager

Arrow Enterprise Computing Solutions (ECS), a part of Arrow Electronics, brings innovative IT solutions to market to solve complex business challenges. We deliver value-added distribution, business consulting and channel enablement services to leading technology manufacturers and their channel partners. We help businesses grow faster, operate efficiently, and transform in a dynamic market. We are looking for Regional Account Manager Symantec  to join our dynamic sales team in Arrow ECS Italy.

Regional Account Manager - Symantec

The Regional Account Manager Symantec is responsible for owning, driving and expanding the overall sales plan for Symantec North-market segment. This will include net new business (whitespace), customer win back and competitive displacement.  You will own the execution of this strategy across your geo and support our country channel team to meet their goals. You will be responsible for generating and closing pipeline. You will support the organization to develop and execute specific plans to drive opportunity in this space and be responsible for the net new commercial sales in each country/region. You will develop strong business alignment with our key partners and build robust reporting & forecasting for your business. Your ability for creative thinking, commercial acumen, proactivity & commitment will contribute to success. You will continually develop the business and stay ahead of the market.

What will you be doing at Arrow ECS? 

• Management & execution of Commercial new business sales strategy directly we end user prospects
• Ownership for strategic relationships with key prospects (C-level/Senior Management)
• Manage the local execution of EMEA wide initiatives for each strategic program or market segment initiative.
• Supporting key partnerships to drive new commercial opportunity
• Coordinate forecasting/pipeline process in line with Arrow Countries
• Work closely with all internal departments/Countries within Arrow ECS EMEA towards the achievement of financial and business goals
• Working with marketing strategist to design and develop sales campaigns to target commercial customer whitespace
• Development of sales plays to ensure continued adoption of Symantec products by Commercial customers

What we are looking for:

• Have relevant direct touch/end-user sales experience in cybersecurity or technology space, managing customer relationships, processes and programs and/or sales personnel within the IT industry is required.
• Have a strong experience in Symantec.
• Has developed and executed strategic sales initiatives including setting business expectations and objectives.
• Demonstrate that they have worked effectively with marketing to maximize effectiveness of Go to Market programs
• Demonstrate leadership abilities, team management and interpersonal skills.
• Demonstrate ability to work in a matrix organization.
• Travel is estimated to take up 75% of working time.

Qualities:

• Strong own leadership/management qualities
• Strong degree of structure and organization
• Ability to enthuse, to connect and mobilize people involved
• Has a good understanding vendor strategy and can evangelise the vendor propositions
• Demonstrate a strong understanding of the full needs of the wider business in relation to the sales organization
• Hunting and farming profile mandatory.

Skills

• Fluent in Italian & English,
• Strong writing and communication skills,
• Strong influencing and negotiation skills,
• Good Relationship building,
• Direct experience with cloud computing and virtualization technology vendor.

What we offer :

• Company car.
• Competitive package (fix + variables).
• Opportunity to take part of a new and stimulating experience.
   

Arrow is an equal opportunity employer. We are committed to providing an accessible, inclusive, open and welcoming workplace environment for people with different abilities, backgrounds, lifestyles, sexual orientation, gender identity, needs and expectations, helping all individuals to make the most of their professional potential. We honor our commitments under articles 1 and 18 of Law No. 68/1999 and give special consideration to candidates in protected categories.

Arrow è un datore di lavoro che garantisce le pari opportunità. Ci impegniamo a fornire un ambiente di lavoro accessibile, inclusivo, aperto e accogliente per persone con diverse abilità, background, stili di vita, orientamento sessuale, identità di genere, esigenze e aspettative, aiutando tutti gli individui a sfruttare al meglio il loro potenziale professionale. Onoriamo i nostri impegni ai sensi degli articoli 1 e 18 della legge n. 68/1999 e diamo particolare considerazione ai candidati delle categorie protette.

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