Sales Engineering Manager

Description

:

The Arrow ECS Sales Engineering Manager (SEM) is a technical leader for the Security Practice area. The Sales Engineers within the practice will report directly to the SEM and the SEM reports directly to a Sales Engineering Director. The SEM will have dotted line responsibility to, and tight alignment with, the Sales Manager(s). The SEM will have leadership responsibility for the Sales Engineers within the practice and will also have direct customer interaction as the technical leader for the practice. The SEM will act as a resource for the Practice Sales Manager(s) in the case where they have a specific set of accounts or territory assigned.

The Sales Engineering Manager (SEM) is responsible for recruiting, leading, coaching and mentoring the team. This team of sales engineers provides technical expertise through sales calls, presentations, solution design, product and proof of concept demonstrations, solution consultation, architecture review, and enablement of Arrow partners. The SEM possesses a background that includes a history of technical and business acumen, as well as experience in working with and guiding pre-sales teams forward. The SEM is expected to manage the team’s activity, conduct one-on-one meetings with their direct reports, and partner with sales and technical counterparts, both internal and external, to attain their respective go to market strategies and revenue/margin goals.

What You'll Be Doing

• Focus on solution sales with suppliers and partners through development and coaching of sales engineers
• Consultative approach with deep understanding of how technology enables business outcomes
• Attract, develop and retain top talent
• Executing on the Arrow vision and mission
• Responsible for sales quota in supported Practice
• Pipeline management and sales acceleration for opportunities
• Build strong relationships and trust with the technical decision maker, executive stake holders and own the technical side of supplier and partner relationships
• Collaborate with sales teams and drive the sales process of the solution, including identifying the opportunity, qualifying, forecasting, decision making criteria, and closing
• Execute Arrow Sales Methodology and strategy with direct reports, sales counterparts, suppliers and partners
• Focused on delivering a world class customer experience according to company standards.
• Provide monthly reporting to suppliers and Arrow partners.
• Present in QBRs and other executive level presentations.
• Manages professional employees and/or supervisors or supervises large, complex technical or business support team(s)
• Is accountable for the performance and results of a team within discipline or function
• Adapts departmental plans and priorities to address resource and operational challenges
• Provides technical guidance to employees, colleagues and/or customers
• Sets employee performance objectives, conducts performance reviews and recommends actions
• Defines team operating standards and ensures essential procedures are followed

What We're Looking For

• 2 - 5 years of experience in a Sales Engineering Manager position.
• Prior experience as a Solutions Architect, Sales Engineer, etc.
• Demonstrated expertise in the IT sales channel landscape, including a strong understanding of distribution models, reseller networks, and partner ecosystems.
• Experience working with IT security vendors (e.g. Palo Alto, CrowdStrike, IBM, Fortinet, Checkpoint, Cisco, Thales, Imperva, Forescout, Trend Micro, etc.)
• Background in services and/or systems administration is a plus.
• Excellent verbal and written communication skills are a must. You will be presenting to groups of partners, suppliers, sales teams, as well as direct reports via collaboration applications and in person.
• Must have experience utilizing Microsoft Office Products, SalesForce, and other presentation tools.
• Innovative mindset with a passion for process improvement.
• Up to 25% Travel
• “Whatever it takes” attitude and motivation to do whatever necessary to assist in closing a deal

#LI-EK1

Work Arrangement

Fully Remote: Must be able to travel to an Arrow office 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 (including sick, holiday, vacation, etc.)
• Tuition Reimbursement
• Growth Opportunities
• And more!

Annual Hiring Range/Hourly Rate:

$105,300.00 - $192,500.00

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-TX-Texas (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.