Regional Account Manager Computer Associates

Arrow Electronics; Courbevoie; Sur place; EUR 70 000 - 90 000; Plein temps

Résumé du poste

Arrow Electronics in Courbevoie, France seeks a Regional Account Manager to own the France region for net-new growth, develop key partner relationships, and drive coordinated GTM execution. You will manage pipeline, forecast, and territory plans, while aligning with regional and EMEA teams to optimize coverage.

The role emphasizes strong account planning, partner enablement, and the ability to engage both technical and business decision makers across multiple countries and cultures.

Qualifications

• 5+ years in enterprise software, infrastructure software, cybersecurity, cloud, automation, observability.
• Proven track record in net-new business development.
• Experience with indirect sales channels and resellers.

Responsabilités

• Own the regional net-new pipeline target.
• Identify and develop new customer opportunities through partners and direct end-customer engagement.
• Build and execute territory plans to achieve pipeline and booking objectives.
• Drive adoption of regional sales plays and marketing initiatives.
• Develop strong relationships with strategic regional partners and end-customers.
• Build and execute joint account plans.
• Maintain a healthy pipeline with a minimum 3x pipeline coverage ratio.
• Coordinate activities across France and share best practices across countries and partner ecosystems.

Connaissances

Partner management

Business development

Pipeline management

Forecasting

Account planning

Presentation skills

Ownership & accountability

Outils

Salesforce

Description du poste

Position

Regional Account Manager Computer Associates

Job Description

Key Responsibilities

Drive Net-New Growth

• Own the regional net-new pipeline target.
• Identify and develop new customer opportunities through partners and direct end-customer engagement.
• Build and execute territory plans to achieve pipeline and booking objectives.
• Drive adoption of EMEA sales plays and marketing initiatives.

Partner Development & Activation

• Develop strong relationships with strategic regional partners and end-customers.
• Build and execute joint account plans.
• Identify greenfield opportunities and expansion opportunities within partner account bases.
• Support partner enablement and pipeline creation activities.

Pipeline & Forecast Management

• Maintain a healthy pipeline with a minimum 3x pipeline coverage ratio.
• Ensure accurate forecasting within Salesforce.
• Conduct regular pipeline reviews with partners and internal stakeholders.
• Track progress against regional growth objectives.

Regional Sales Leadership

• Act as the single point of ownership for France.
• Coordinate activities across France.
• Drive consistency of execution and market coverage.
• Share best practices across countries and partner ecosystems.

Marketing & Go-To-Market Execution

• Work closely with the GTM Manager to execute regional campaigns and sales plays.
• Support local customer events, partner workshops and demand-generation activities.
• Convert campaign-generated interest into qualified opportunities through coordinated follow-up with the BDR function.

Ideal Candidate Profile

Experience

• 5+ years in enterprise software, infrastructure software, cybersecurity, cloud, automation, observability.
• Proven track record in net-new business development.
• Experience working with indirect sales channels and resellers.
• Experience managing multi-country territories is highly desirable.

Skills

• Strong partner management and business development capabilities.
• Ability to comfortably engage both technical and business decision makers at end-customers and channel partners.
• Excellent pipeline management and forecasting discipline.
• Strong presentation and account planning skills.
• Self-starter with high levels of ownership and accountability.

Personal Attributes

• Commercially driven hunter mindset.
• Results-oriented and highly proactive.
• Comfortable working across multiple countries and cultures.
• Able to translate strategy into execution.
• Strong collaboration skills with regional and EMEA teams.

Location

FR-Courbevoie, France (Rue du Général Audran)

Time Type

Full time

Job Category

Sales