Arrow Electronics

Sales

• Identify, prospect, and qualify new services opportunities within existing and prospective channel partners
• Develop and maintain a pipeline of Professional Services, Managed Services, and Support Services opportunities
• Create and execute partner account plans focused on recurring revenue growth
• Drive services attachment to infrastructure, cloud, security, software, and hardware opportunities
• Develop multi-year services roadmaps
• Conduct business discovery and position outcome-based solutions aligned with customer goals
• Collaborate with solution architects, engineering, and delivery teams to develop Statements of Work, service proposals, and pricing strategies
• Manage complex sales cycles and overcome customer objections through consultative selling
• Drive adoption of recurring managed services and increase ARR, MRR, and managed services contract growth
• Identify renewals, cross-sell, upsell, and expansion opportunities
• Build trusted advisor relationships with channel partners and develop joint business plans
• Conduct Quarterly Business Reviews and pipeline reviews
• Support partner enablement through training, best practices, and go-to-market planning
• Collaborate with vendor partner organizations on joint opportunities and sales programs
• Own the complete sales lifecycle from prospecting through qualification, proposal development, negotiation, contract execution, and renewal
• Negotiate service agreements, Statements of Work, and Master Services Agreements
• Coordinate cross-functional teams for solution design and customer engagement
• Achieve or exceed bookings, revenue, gross profit, and recurring revenue objectives
• Build long-term customer and partner relationships supporting retention and expansion
• Partner with delivery and customer success teams on onboarding, adoption, and satisfaction
• Maintain pipeline and opportunity tracking using Salesforce CRM
• Provide monthly, quarterly, and annual sales forecasts
• Track sales KPIs and deliver business insights to leadership
• Maintain services and technology vendor expertise
• Stay current on cloud, cybersecurity, AI, infrastructure, and managed services trends
• Develop consultative sales, negotiation, and executive presentation skills
• Mentor junior sales professionals and share best practices

Services Sales Representative

Outside Sales

• Define critical markets in Alberta and new customers in the assigned sales territory
• Plan strategy and develop key relationships to establish a foundation for solution selling
• Maintain and promote relationships with customer contacts determining design opportunities
• Address existing business challenges and ensure customer satisfaction related to supply chain management and value-added services
• Develop strategic plans for assigned accounts and sell/market Arrow’s full set of offerings
• Prepare internal quarterly business reviews (iQBR), presenting strategic plans and implementation steps to grow sales, create demand, and improve customer service
• Lead regular QBRs with major customers to unlock additional sales opportunities
• Promote and sell Arrow’s value-add, supply chain, and full life cycle programs
• Interact with semiconductor vendors and customers in technical and engineering environments

Field Sales Representative

Solutions Engineer

• Provide technical enablement and architectural guidance to channel partners and Arrow sales teams for integrated networking solutions centered on Juniper Networks and Aruba technologies
• Assist channel partners with demand generation activities, including workshops, assessments, technical events, webinars, demonstrations, and proof-of-concept engagements
• Qualify networking opportunities by assessing customer objectives, technical requirements, competition, budgets, and decision-making processes
• Lead technical sales engagements involving discovery, architecture design, demonstrations, solution validation, and technical strategy
• Design and recommend enterprise networking solutions across wired access, wireless infrastructure, routing, switching, SD-WAN, network automation, cloud-managed networking, network security, and AI-driven operations
• Demonstrate subject matter expertise in Juniper Networks solutions, including Mist AI, campus and branch networking, data center networking, and SD-WAN
• Support Aruba networking opportunities involving Aruba Central, campus switching, wireless infrastructure, edge networking, and network management
• Deliver technical presentations and workshops to partner sales teams, engineers, architects, and end-customer stakeholders
• Provide competitive positioning and market differentiation guidance
• Advise channel partners and internal Arrow teams while aligning technical solutions to business outcomes
• Collaborate with supplier teams, Arrow sales organizations, partner account managers, and engineering resources on strategic initiatives and revenue objectives
• Maintain awareness of emerging networking technologies, market trends, supplier roadmaps, and industry best practices

Technical Solutions Architect

• Provide technical enablement and architectural guidance to channel partners and Arrow sales teams
• Develop integrated networking solutions centered on Juniper Networks and Aruba technologies
• Support demand generation through workshops, assessments, technical events, webinars, demonstrations, and proof-of-concept engagements
• Qualify networking opportunities by assessing business objectives, technical requirements, competition, budget, and decision-making processes
• Lead technical sales engagements involving discovery, architecture design, demonstrations, solution validation, and technical strategy
• Design and recommend enterprise networking solutions spanning wired access, wireless, routing, switching, SD-WAN, automation, cloud-managed networking, security, and AI-driven operations
• Provide technical leadership on Juniper Networks solutions, including Mist AI, campus and branch networking, data center networking, and SD-WAN
• Support Aruba networking opportunities involving Aruba Central, campus switching, wireless, edge networking, and network management
• Deliver technical presentations and workshops to partner sales teams, engineers, architects, and end customers
• Provide competitive positioning and market differentiation guidance
• Advise channel partners and internal Arrow teams on aligning technical solutions with business outcomes
• Collaborate with supplier teams, Arrow sales organizations, partner account managers, and engineering resources
• Maintain awareness of emerging networking technologies, market trends, supplier roadmaps, and industry best practices

Field Engineer

• Spend most of the time in front of customers to influence component selection
• Utilize advanced understanding of customer needs and technical leadership expertise to champion return on engineering investment
• Manage supplier and customer expectations through relationship building and stakeholder updates
• Identify key relationships among decision makers within suppliers and customers
• Grow the account base each quarter
• Drive demand creation by maximizing Arrow content on designs
• Understand customer needs and leverage Arrow engineering and design services to facilitate solutions
• Apply technical knowledge to influence designs using solution selling, resources, and strategies
• Identify solutions and resolutions to customer design needs and issues
• Monitor performance metrics and take corrective action to meet or exceed targets
• Present technical seminars and workshops around supplier lines
• Provide frequent updates to the field sales team and motivate activity around supplier lines
• Partner with sales across pre- and post-sales activities, providing technical support and consulting
• Conduct technical calibrations and research with sales, Arrow departments, and suppliers in support of customer design
• Champion design-win priorities, initiatives, and promotions by obtaining sales buy-in and support
• Participate in strategic branch meetings and QBRs
• Develop and drive strategic technical plans by supplier line or customer solution
• Participate in ArrowEDGE initiatives through branch training and customer calls
• Organize customer engineering events
• Meet with suppliers to review customer design activity and identify solutions to promote
• Attend supplier training in person and via conference calls

Field Applications Engineer

Business Development Rep

• Support partners and Arrow sales teams throughout the sales cycle
• Conduct customer discovery sessions and technical workshops
• Qualify customer requirements and translate them into solution designs
• Develop and present technical proposals, solution architectures, and bills of material
• Assist partners with RFIs, RFQs, and RFPs
• Design networking solutions using HPE Networking, Aruba, and Juniper technologies
• Advise on switching, routing, wireless, network security, and data center networking architectures
• Recommend best practices and reference architectures
• Support infrastructure modernization and network transformation projects
• Deliver technical training and workshops for partners
• Develop technical presentations, demos, and proof-of-concept environments
• Collaborate with HPE, Aruba, and Juniper technical teams
• Act as a technical escalation point between partners and vendors
• Build and demonstrate networking solutions and support proof-of-concept deployments
• Validate technical architectures and assist with migration and adoption planning
• Monitor market trends and emerging networking technologies
• Support strategic customer opportunities and key projects across Estonia and Latvia

Business Development Manager

QA Engineer

• Design and execute functional, integration, regression, smoke, sanity, and end-to-end test cases
• Test Salesforce Sales Cloud, Service Cloud, Lightning Experience, custom objects, workflows, flows, validation rules, and approval processes
• Perform API, integration, data migration, and database validation testing
• Validate Salesforce roles, profiles, permission sets, sharing rules, and business process configurations
• Log and track defects using Jira, Azure DevOps, or equivalent tools
• Participate in Agile ceremonies, release testing, UAT support, and production validation
• Maintain test documentation, execution reports, and quality metrics

Senior SQA Engineer

Account Manager

• Serve as the primary marketing relationship owner for an assigned portfolio of strategic suppliers.
• Lead strategic business discussions, annual planning sessions, Quarterly Business Reviews, and ongoing business reviews.
• Develop integrated go-to-market recommendations with Supplier Management, Sales, and internal marketing teams.
• Present marketing strategies, business recommendations, investment proposals, and performance updates to supplier leadership.
• Identify business opportunities, risks, and market trends and provide consultative recommendations.
• Coordinate annual marketing business plans around supplier goals, priorities, investments, and growth opportunities.
• Monitor supplier performance against business plans, forecasts, prior-year results, revenue objectives, and MDF utilization.
• Review campaign performance, business metrics, and marketing investments to identify optimization opportunities.
• Deliver executive-ready business updates translating campaign results into insights and recommendations.
• Coordinate Marketing Shared Service Organization, Finance, and Supplier Management stakeholders.
• Transition approved marketing plans to execution teams and oversee execution progress.
• Identify risks, resolve issues, and escalate concerns to ensure program delivery.
• Manage supplier-funded marketing investments, including MDF, co-op funds, and strategic marketing budgets.
• Monitor budget utilization, funding availability, and investment effectiveness.
• Lead executive business meetings and develop presentations, dashboards, and business summaries.
• Translate campaign metrics, business performance, and market trends into actionable planning and investment decisions.
• Foster partnerships across Sales, Supplier Management, Marketing Center of Excellence, Finance, Operations, and other teams.
• Improve planning processes, supplier engagement, business reporting, and operational efficiency.
• Share best practices, market intelligence, and innovative ideas to enhance supplier experiences and marketing effectiveness.
• Support initiatives advancing the Supplier Marketing transformation and operating model.

Marketing Account Lead

General

• Own and develop Arrow’s Microsoft GITHUB strategy
• Drive GitHub reseller activation, enablement, and programme execution
• Build vendor and partner relationships to enable channel partners to position and sell Microsoft GitHub solutions
• Run Microsoft cadence meetings and collaborate with Arrow’s global Microsoft GITHUB team
• Manage a dedicated marketing budget
• Support partner readiness and alignment with Microsoft GitHub priorities and FY success metrics
• Own execution of Microsoft GitHub plays in line with Microsoft KPIs and frameworks
• Participate in cadence calls, planning sessions, QBRs, and joint execution reviews with GitHub stakeholders
• Drive new customer and workload acquisition through indirect channel partners
• Enable reseller partners through structured plays, campaigns, and targeted GTM motions
• Deliver Microsoft-aligned campaigns, webinars, and events
• Activate and execute Campaigns in a Box, Cloud Ascent targeting, Co-op funds, workshops, and other Microsoft programmes and incentives
• Lead GitHub-focused webinars and enablement sessions with Microsoft, Arrow partners, and internal stakeholders
• Implement and maintain a Rhythm of Business to track performance and pipeline progression
• Support acquisition, renewals, upsell, and GitHub workload expansion lifecycle motions
• Track and report performance against Microsoft KPIs including acquisition, Reach, Frequency, Yield, and CSP growth
• Represent Arrow and Microsoft at solution-aligned summits, bootcamps, and Microsoft-led events

Solutions Specialist – GitHub

• Serve as the primary marketing relationship owner for an assigned portfolio of strategic suppliers.
• Lead strategic business discussions, annual planning sessions, Quarterly Business Reviews (QBRs), and ongoing business reviews.
• Develop integrated go-to-market recommendations aligned to supplier priorities and business objectives.
• Present marketing strategies, business recommendations, investment proposals, and performance updates to supplier leadership.
• Identify business opportunities, risks, and market trends and provide consultative recommendations.
• Coordinate annual marketing business plans and monitor supplier performance against business plans, forecasts, prior-year results, revenue objectives, and MDF utilization.
• Review campaign performance, business metrics, and marketing investments to identify optimization opportunities.
• Deliver executive-ready business updates and actionable recommendations.
• Coordinate Marketing Shared Service Organization, Finance, Supplier Management, Sales, and other cross-functional teams.
• Transition approved marketing plans to execution teams and oversee execution progress, risks, issues, and escalations.
• Manage supplier-funded marketing investments, including MDF, co-op funds, and strategic marketing budgets.
• Monitor budget utilization, funding availability, and investment effectiveness.
• Lead QBRs and executive business meetings; develop presentations, dashboards, and business summaries.
• Translate campaign metrics, business performance, and market trends into insights for planning and investment decisions.
• Foster cross-functional partnerships and improve planning processes, supplier engagement, reporting, and operational efficiency.
• Support Supplier Marketing transformation and operating model initiatives.

• Own and develop Arrow’s Microsoft Cloud & AI Platforms strategy
• Drive CAIP reseller activation, enablement, and programme execution
• Build vendor and partner relationships to enable channel partners to position and sell Microsoft CAIP solutions
• Execute CAIP motions that drive new customer and workload acquisition
• Run Microsoft cadence meetings and collaborate with Arrow’s global Microsoft CAIP team
• Manage a dedicated marketing budget and deliver aligned campaigns, webinars, and events
• Activate Campaigns in a Box, Cloud Ascent targeting, Co-op funds, workshops, CAIP assessments, and other Microsoft programmes and incentives
• Lead CAIP-focused webinars and enablement sessions
• Implement and maintain a Rhythm of Business with partners and Microsoft to track performance and pipeline progression
• Support partner lifecycle motions including acquisition, renewals, upsell, and CAIP workload expansion
• Track and report performance against Microsoft KPIs including acquisition, Reach, Frequency, Yield, and CSP growth
• Represent Arrow and Microsoft at solution-aligned summits, bootcamps, and Microsoft-led events

Solutions Specialist – CAIP

• Define critical markets and new customers in the assigned sales territory
• Plan sales strategy and develop key relationships for solution selling
• Maintain and promote relationships with customer contacts
• Address existing customer business challenges
• Ensure customer satisfaction regarding supply chain management and value-added services
• Develop strategic plans for assigned accounts
• Sell and market Arrow offerings using knowledge of key supplier lines
• Prepare internal quarterly business reviews and present strategic plans and implementation steps
• Lead regular QBRs with major customers to unlock additional sales opportunities
• Promote and sell value-add, supply chain, and full life-cycle programs
• Establish relationships with key suppliers
• Visit customers and suppliers during the workweek
• Work one day per week at Arrow’s Philadelphia location

• Support sales staff in global supply chain processes by responding to issues with practical solutions and driving continuous improvement
• Meet regularly with sales teams to review daily and weekly tactical processes, identify automation and simplification opportunities, and prioritize them
• Manage, reconcile, and validate data across multiple global and regional datasets for accurate reporting and analysis
• Enhance internal and customer-facing supply chain reporting and communications
• Design, build, maintain, and troubleshoot Excel VBA macros that automate sales and operations workflows
• Develop one-touch automation solutions for recurring tasks, including backlog data extraction, commit-date calculations, and customer master-file updates
• Own the lifecycle of automation tools, including requirements gathering, building, testing, rollout, documentation, user training, maintenance, and issue resolution
• Apply AI tools to accelerate development, analysis, documentation, and process design

Project Specialist – Global Strategic Accounts

Application Engineer

• Utilize advanced understanding of customer needs and technical leadership expertise to champion return on engineering investment
• Drive demand creation by maximizing Arrow content on designs
• Leverage Arrow’s engineering and design services resources to identify and facilitate customer solutions
• Apply technical expertise to influence designs using solution selling, resources, and strategies
• Partner with the sales team across pre- and post-sales activities
• Provide advanced technical support and consulting to promote demand creation
• Drive technical calibrations and research with sales, Arrow departments, and suppliers
• Support customer designs and design-win priorities, initiatives, and promotions
• Attend supplier trainings and develop supplier technology knowledge
• Manage supplier and customer expectations and maintain stakeholder updates
• Build relationships with key decision makers within suppliers and customers
• Participate in strategic branch meetings and QBRs
• Develop and drive strategic technical plans by supplier line or customer solutions
• Participate in ArrowEDGE initiatives through branch training and customer calls
• Organize engineering customer events
• Support design services initiatives

Field Application Engineer

Technical Account Manager

• Promote Arrow's products and IT solutions to partners.
• Support internal departments after initial enablement.
• Deliver technical presentations, product demos, PoC implementations, trainings, and webinars.
• Provide technical advice and customer support.
• Participate in technology fairs and events.
• Support business teams in developing and constructing client offers.
• Answer technical questions regarding assigned solutions.
• Obtain technical certifications and expand practical skills across vendors.
• Conduct customer visits, both virtual and onsite, with sales colleagues.
• Work with a defined customer list to enable or develop according to Business Unit needs.
• Manage customer support cases using the ticketing system.
• Continuously train in the latest technologies.

Services Sales Representative

Field Sales Representative

Technical Solutions Architect

Technical Solutions Architect

Field Applications Engineer

Business Development Manager

Senior SQA Engineer

Marketing Account Lead

Solutions Specialist – GitHub

Marketing Account Lead

Solutions Specialist – CAIP

Field Sales Representative

Project Specialist – Global Strategic Accounts

Field Application Engineer

Technical Account Manager – Cloud