IBM Focus Sales (m/w/d)

Arrow Electronics; Deutschland; Hybrid; USD 68,259 - 102,389; Full time

Benefits offered by this job

30 days annual leave

Hybrid working model / Home Office

Pension plan contributions

Wellness programs

Employee discount

Job summary

Arrow Electronics, a global technology enablement company, is seeking an IBM Focus Sales professional in Munich, Germany. The role drives growth of the IBM portfolio through sales support, partner engagement, and product positioning.

The candidate will develop deep IBM product knowledge, support quotations, and collaborate with sales and marketing teams to maximize performance in a hybrid, international-enabled environment.

Qualifications

• Experience in IT distribution, vendor management, or product management.
• Strong organisational and communication skills, with stakeholder management.
• Excellent attention to detail and accuracy.
• Ability to manage multiple priorities and meet deadlines in a fast-paced environment.

Responsibilities

• Develop and maintain expert knowledge of the IBM portfolio.
• Act as the internal point of contact for product-related enquiries.
• Keep stakeholders informed of product updates, licensing changes, and promotions.
• Partner with the sales team in identifying opportunities and developing customer proposals.
• Assist with quotations, pricing requests, and licensing guidance.
• Work with vendors and partners to resolve commercial issues.
• Build and maintain strong relationships with reseller partners.
• Support partner onboarding, training and enablement activities.
• Promote IBM campaigns, incentives, and strategic initiatives.
• Manage vendor promotions, incentive schemes, and rebate programs.
• Support forecasting, pipeline management, and business planning activities.
• Ensure CRM data and partner records remain accurate.
• Support marketing campaigns and events.
• Assist with webinar delivery and partner communications.
• Identify opportunities for demand generation and pipeline growth activities.

Skills

IT distribution

Vendor management

Product management

Organisational skills

Communication

Attention to detail

Prioritisation

Enterprise software

Job description

Position

IBM Focus Sales (m/w/d)

Arrow’s Enterprise Computing Solutions (ECS) business is a global technology enablement company that brings innovative IT solutions to the market to solve complex business challenges. We deliver value-added distribution, business consulting, and channel enablement services to the world’s leading technology manufacturers and their channel partners that serve commercial and government markets.

About The Role

The IBM Focus Sales is responsible for driving the growth and management of the IBM portfolio through sales support, partner engagement, quoting assistance, product positioning, and operational execution. The role serves as the subject matter expert for assigned IBM technologies and works closely with sales, marketing, and presales teams to maximize business performance.

What You Will Be Doing At Arrow

Product Expertise

• Develop and maintain expert knowledge of the IBM portfolio.
• Act as the internal point of contact for product-related enquiries.
• Keep stakeholders informed of product updates, licensing changes, and promotions.

Sales Support

• Partner with the sales team in identifying opportunities and developing customer proposals.
• Assist with quotations, pricing requests, and licensing guidance.
• Work with vendors and partners to resolve commercial issues.

Partner Engagement

• Build and maintain strong relationships with reseller partners.
• Support partner onboarding, training and enablement activities.
• Promote IBM campaigns, incentives, and strategic initiatives.

Business Operations

• Manage vendor promotions, incentive schemes, and rebate programs.
• Support forecasting, pipeline management, and business planing activities.
• Ensure CRM data and partner records remain accurate.

Marketing Support

• Support marketing campaigns and events.
• Assist with webinar delivery and partner communications.
• Identify opportunities for demand generation and pipeline growth activities.

Essential

Required Skills & Experience

• Experience in IT distribution, vendor management, or product management.
• Strong organisational and communication and stakeholder management skills.
• Excellent attention to detail and a high level of accuracy.
• Ability to manage multiple priorities and meet deadlines in a fast-paced environment.
• Good understanding of enterprise software and infrastructure technologies.

Desirable

• IBM product knowledge.
• Experience with software licensing models.
• Previous experience in channel sales support or partner ecosystems.

What is in it for You?

• Flexible working hours
• Hybrid working model / Home Office options
• Capital-forming benefits
• Employer contribution to company pension plan
• 30 days of annual leave
• Subsidized corporate fitness program (Wellpass)
• Bike leasing program
• Employee discount and benefit programs
• Occupational health services
• Open and collaborative company culture
• Modern and dynamic work environment
• Secure and trusting employment relationship
• Supportive team with flat hierarchies and short communication channels
• Attractive performance-based compensation package (base salary plus bonus)

Arrow is an equal opportunity employer and is committed to creating an inclusive and diverse working environment by providing equal employment opportunities for all qualified persons.

Location

DE-Munich, Germany (Elsenheimerstraße)

Time Type

Full time

Job Category

Sales