Account Executive, Managed Service Providers

Arrow Electronics; Lexington (KY); Remote; USD 100,000 - 180,000; Full time

Benefits offered by this job

Medical, Dental, Vision Insurance

Short-Term/Long-Term Disability

HSA/HRA Options

Paid Time Off (PTO)

Job summary

Arrow Electronics seeks a results-driven Key Account Executive to serve as the single point of contact for large, multi-location customers. You will lead strategic account planning, develop senior-level relationships, and drive opportunities across Arrow’s global capabilities.

Responsibilities include managing RFQ processes, contract negotiations, and coordinating cross-functional teams to meet account objectives.

Qualifications

• Experience building strategic relationships with senior management and C-level executives.
• Proven ability to create and execute strategic account plans for large, multi-location customers.
• Strong track record of meeting or exceeding sales quotas in enterprise environments.

Responsibilities

• Develop and manage strategic relationships with enterprise Arrow customers at senior management/C-level levels.
• Lead strategic account planning to set mutual objectives, targets, and milestones.
• Oversee RFQ review, contract terms, and renewal/negotiation processes within Arrow guidelines.
• Recruit, influence, and grow business within existing and new accounts through disciplined pipeline creation.
• Communicate value of IT services and translate technical capabilities into customer outcomes.

Skills

Strategic account management

Relationship building

Sales planning

Executive communication

Cross-functional collaboration

Job description

Key Account Executive

At Arrow, our Sales teams connect customers with the expertise, solutions, and global capabilities they need to move faster, solve complex challenges, and stay ahead of what's next. A Key Accounts Manager is the single point of contact (SPOC) for large, multi-location, complex Arrow customers. Serving as a Global or National Accounts Manager, this position creates selling opportunities within specified strategic customer accounts by creating strategic relationships with top management. Responsible for achieving sales quota and assigned strategic account objectives.

Account Management

Creates selling opportunities within assigned critical, large, multi-location, complex, and high visibility Arrow customers through a very strategic sales plan and process. Has a thorough understanding of the customer’s needs and the customer’s decision making hierarchy in order to proactively assess, clarify, and validate customer needs on an ongoing basis. Leads a strategic account planning process that develops mutual performance objectives, financial targets, and critical milestones.

Includes sales support, service, and management resources, in order to meet account objectives and customers’ expectations. Typically manages a territory of accounts averaging $150M+.

Quotations and Contract Negotiations

Plan, manage and oversee all the RFQ’s signed off within their assigned customers. Ensure that all RFQ activities and strategies are well established, communicated, addressed, and agreed upon within Arrow guidelines, policies, and procedures. Assist in reviewing customer requests to ensure amendments to the terms and conditions in contracts are carried out. Ensure that all Arrow departments and customer departments have the necessary information to ensure a seamless contract renewal/negotiation process.

Has an in-depth, comprehensive understanding of Arrow’s market share in each assigned account, the top competitor’s market share in those accounts and can identify the type of business each competitor is supporting and why. Consistently maintains a dominant market share position at each assigned account.

Takes an innovative and creative approach to supplier and customer action plans and has expert understanding of the customer’s business at all levels and disciplines of the organization.

Relationship Building

Develop and build influential and strategic relationships in the enterprise account space at the decision making level, with goal of building relationships at the senior management and C-level/executive level. Utilize distribution/rep/supplier knowledge to grow sales and profits within assigned customers. Develop relationships with key personnel in marketing, product development, manufacturing, purchasing and engineering at accounts. Utilize Arrow’s key management with key customers and suppliers.

Performance & Leadership

Consistent record of strong performance against goals in a senior/strategic sales capacity, with the competitiveness and “go-getter” mindset to keep raising the bar. Able to align cross-functional teams and partners and drive accountability without direct authority by building trust with internal and external customers.

Ability to recruit, influence, and grow business within both existing and new accounts through disciplined pipeline creation, stakeholder mapping, and opportunity qualification.

Experience selling IT services with the ability to translate technical capabilities into customer outcomes.

Work Arrangements

Fully Remote: Must be able to travel to an Arrow office location as requested by Arrow leadership.

Compensation & Benefits

• Medical, Dental, Vision Insurance
• Short-Term/Long-Term Disability Insurance
• Health Savings Account (HSA)/Health Reimbursement Account (HRA) Options
• Paid Time Off (including sick, holiday, vacation, etc.)
• Tuition Reimbursement
• Growth Opportunities

At Arrow, we enable customers and suppliers to design and distribute technology around the world, connecting people, ideas, and innovation to solve real-world challenges. Guided by our purpose of making the benefits of technology accessible to all, we provide expertise, solutions, and connections that help shape what's next. We create an environment where collaboration, curiosity, and continuous learning help our employees grow and make a meaningful impact every day.

Annual Hiring Range

$Actual compensation offer to candidate may vary from posted hiring range based upon 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-IL-Illinois (Remote Employees)

Remote work employees may be required to be present at the closest designated Arrow office for work-related purposes, at the Company’s request and sole discretion.

Contract Type

Full time

Equity & Diversity

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)