Account Executive, Managed Service Providers

Arrow Electronics; Yorktown (VA); A distancia; USD 120.000 - 180.000; Jornada completa

Ventajas ofrecidas por este puesto de trabajo

Medical, Dental, Vision Insurance

Short-Term/Long-Term Disability

Health Savings Account (HSA/HRA)

Paid Time Off

Tuition Reimbursement

Growth Opportunities

Descripción de la vacante

Arrow Electronics is seeking a Key Account Executive to manage large, multi-location accounts, serving as the SPOC and driving strategic sales plans.

You will develop relationships at senior management and C-level, coordinate with marketing, product development, manufacturing, purchasing and engineering, and lead negotiations across RFQs and contracts. This role requires travel to Arrow offices as needed and offers competitive compensation.

Formación

• Experience selling IT services to enterprise accounts.
• Ability to build strategic account plans and manage multi-location accounts.
• Strong negotiation and RFQ/contract management skills.
• Willingness to travel to Arrow offices as needed.

Responsabilidades

• Develop strategic relationships at C-level for assigned accounts.
• Create and execute strategic sales plans to meet quota.
• Lead RFQ processes and contract negotiations with Arrow teams.
• Collaborate with internal teams to align offerings with customer needs.

Conocimientos

Strategic account management

Enterprise sales

RFQ/Contract negotiation

Cross-functional collaboration

Descripción del empleo

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. including 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.

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.

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.

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

At Arrow, we recognize that financial rewards and great benefits are important aspects of an ideal job. That's why we offer competitive financial compensation, including various compensation plans, and a solid benefits package.

• ~ Medical, Dental, Vision Insurance
• ~Short-Term/Long-Term Disability Insurance
• ~ Health Savings Account (HSA)/Health Reimbursement Account (HRA) Options
• ~ Paid Time Off(includingsick, holiday, vacation, etc.)
• ~ Tuition Reimbursement
• ~ Growth Opportunities
• ~ At Arrow, we're helping make that future possible. 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. From your first day, you'll have opportunities to build new skills, work alongside talented teams around the world, and contribute to technology that helps shape a better future.

Annual Hiring Range/Hourly Rate:

$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.

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.

Full time

Sales

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)

In any materials you submit, you may redact or remove age-identifying information such as age, date of birth, or dates of school attendance or graduation.