Position:Sales Engineering Director - Modern Infrastructure
Job Description:

Arrow is seeking a Sales Engineering Director (SED) to provide strategy, technical direction and business guidance for our Modern Infrastructure practice…collaborating closely with other practice areas including Security, Cloud, and Data/AI.  The Sales Engineer Managers (SEM) within the practice will report directly to the SED and the SED reports directly to the Vice President, Sales Engineering and Services North America. The SED will have dotted line responsibility to, and tight alignment with, Sales and Supplier/Vendor Management. The SED will have leadership responsibility for the SEMs and Sales Engineers within the practice and will also have direct customer interaction as the technical leader for the practice.

The SED evangelizes the comprehensive value provided by the sales engineering and service organization, with particular focus on the Modern Infrastructure practice.  Responsible for recruiting, leading, coaching and mentoring the team. This team of SEMs and sales engineers provide technical expertise through sales calls, presentations, solution design, product and proof of concept demonstrations, solution consultation, architecture review, and enablement of Arrow partners. The SED 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 SED is expected to manage the team’s activity, conduct one-on-one meetings with direct reports, and partner with sales and technical counterparts, both internal and external, to attain respective go to market strategies and revenue/margin goals.

What You'll Be Doing:

Recruit and hire new Sales Engineering Managers/Sales Engineers into the practice.

Training, developing and mentoring direct reports to most effectively drive and service Arrow suppliers/vendors, partners and sellers.  

The SED acts as an escalation point for their team. 

Present Arrow sales engineering & services value to prospective customers based on requirements to both technical and non-technical audiences such as suppliers, partners, and Arrow sales and marketing teams. 

Act as an integral member to the Arrow sales teams by contributing to the formulation of Arrow strategies and technical approaches, including pre-sales planning and marketing campaigns. 

Collaborate with the aligned sales leadership to ensure the teams are working together to achieve their assigned goals.

Must coordinate with business leaders to hit KPI goals and optimize rebates and revenue 

Manage and track sale engineering engagement and strategic programs to drive revenue/margin

Strategy/Execution of the Arrow Solutions Lab as a key differentiator for Arrow.  Drive utilization through technology demonstrations, POCs, and innovation tied to opportunity creation and deal closure.

The SED will also spend time shadowing members of their team and use that to provide feedback and coaching.

Foster channel partner relationships with an emphasis on technical leadership.

Provide technical leadership in partner interactions to include sharing practice area trends and best practices being employed by other partners to actively be part of the selling process—have a unique value with the partners in your practice area.

Act as a floating SEM and fill in for existing team members if there is a resource conflict or coverage challenge.

Work independently as well as within a team with limited direction in a fast ‐ paced environment; must be a high energy, motivated, self‐starter and be able to learn and adapt to new technologies quickly. 

Drive constant improvements within your team which are tracked weekly, monthly, quarterly as well as year-over-year.  

Direct sales, supplier/vendor, and partner relationships are a critical part of this role

What We Are Looking For:

Must possess and demonstrate successful SE leadership experience in previous roles. 

Extensive industry experience with Modern Infrastructure vendor solutions, partner programs and certifications…Dell, HPE, IBM, Commvault, Hitachi, Lenovo, VMware, etc…

Broad industry knowledge of hybrid cloud technologies and solutions…Microsoft Azure, AWS, GCP

Understanding of artificial intelligence(AI) is a plus

Experience leading the development and utilization of multi-vendor technology lab environments

Experience driving sales of professional, managed, and support services

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.

Up to 25% Travel

“Whatever it takes” attitude and motivation to do whatever necessary to assist in closing a deal.

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

Tuition Reimbursement

Growth Opportunities

And more!

Annual Hiring Range/Hourly Rate:$191,300.00 - $261,250.00

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-CO-Colorado (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)

We anticipate this requisition will be open for a minimum of five days, though it may be open for a longer period of time. We encourage your prompt application.

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. You will not be penalized for redacting or removing this information.