Key Account Executive

Arrow Electronics; United States; Remote; USD 167,000 - 200,000; Full time

Benefits offered by this job

Medical, Dental, Vision Insurance

401k Matching

Disability Insurance

HSA/HRA Options

Paid Time Off

Tuition Reimbursement

Growth Opportunities

Job summary

Arrow Electronics is seeking a Key Account Executive to manage large, multi-location Arrow customers with a strategic planning approach. You will drive opportunities, negotiate significant contracts, and align cross-functional teams to meet account objectives.

You will build executive relationships, expand profitable engagements, and leverage Arrow’s supply chain solutions to deliver long-term value. Travel to Arrow offices may be required as part of remote work arrangements.

Qualifications

• Minimum 8–12 years of related experience with a 4 year degree.
• Experience selling IT services and translating capabilities into outcomes.
• Strong relationships with senior stakeholders up to the C-suite.

Responsibilities

• Own strategic account planning and drive selling opportunities in large Arrow accounts.
• Lead negotiations and coordinate cross-functional resources to meet objectives.
• Develop and manage relationships with senior decision makers and influencers.
• Execute on value-based solutions and ensure account objectives are achieved.

Skills

Strategic sales

C-suite relationships

Matrix environment

Pipeline creation

Education

Bachelor's degree

Job description

Position:

Key Account Executive

Job Description:

Why You’ll Love This Role

Innovation happens when the right people, ideas, and technology come together. 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.

What You’ll Be Doing

• 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. Executes on solutions selling through an advanced knowledge of Arrow’s supply chain solutions and design processes. Grows profit and maximizes margins by selling value-added, long-term solutions. Coordinates the involvement of Arrow personnel; 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. Directly participates in the review and negotiation of significant contracts. 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.
• Relationships: 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. Interface with suppliers to update them on demand creation progress through meetings or reviews. Build strong relationships with suppliers’ reps and managers, leveraging these relationships to receive future product development and supply chain solution information. 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.

What We’re Looking For

• Typically requires a minimum of 8-12 years of related experience with a 4 year degree; or 8 years and an advanced degree.
• Strong understanding of the IT Channel Ecosystem and how it brings value to partners in a solution selling manner.
• Demonstrated success developing trusted relationships with senior stakeholders up to and including C-suite, and using those relationships to drive mutual business outcomes.
• 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.
• Comfortable operating in a highly matrixed environment; 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.
• Established relationships and credibility on the OEM and broader partner side, with a track record of collaborating to create and win opportunities.

Work Arrangement

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

What’s In It For You?

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
• 401k, With Matching Contributions
• 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
• And more!

About Arrow

We believe new technologies have the power to make life not only different, but better. 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. As a global technology solutions provider, Arrow offers opportunities to learn, collaborate, and build a meaningful career while making an impact around the world.

Life at Arrow

At Arrow, we believe innovation starts with people. 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. Because when our people grow, innovation moves forward.

Annual Hiring Range/Hourly Rate:

$166,700.00 - $200,204.00

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.

Time Type:
Full time

Job Category:
Sales

EEO Statement:

Arrow is an equal opportunity employer. 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)