Overview

Position: Regional Account Manager (Symantec, Carbon Black, CA). Arrow’s Enterprise Computing Solutions (ECS) is a integral technology enablement company that provides IT solutions to solve complex business challenges. We deliver value-added distribution, business consulting, and channel enablement services to technology manufacturers and their channel partners serving commercial and government markets. The Regional Account Manager for Symantec, Carbon Black, and CA in Spain is responsible for owning, driving, and expanding the overall sales plan for Symantec’s commercial segment. This includes net new business (whitespace), customer win-back, and competitive displacement. You will own the execution of this strategy across your geo and support the country channel team to meet their goals. You will be responsible for generating and closing pipeline and for developing and executing specific plans to drive opportunities in this space, with net new commercial sales in each country/region. You will develop strong business alignment with key partners and build robust reporting & forecasting for your business. Your creativity, commercial acumen, proactivity, and commitment will contribute to success. You will continually develop the business and stay ahead of the market.

Responsibilities

- Management & execution of Commercial new business sales strategy directly with end-user prospects.
- Ownership of strategic relationships with key prospects (C-level/Senior Management).
- Manage the local execution of EMEA-wide initiatives for each strategic program or market segment initiative.
- Support key partnerships to drive new commercial opportunities.
- Coordinate forecasting/pipeline process in line with Arrow Countries.
- Provide sales leadership and management to Regional VPs, Country Managers, and Business Unit Leaders in their daily business.
- Collaborate with all internal departments/countries within Arrow ECS EMEA toward achieving financial and business goals.




- Matrix management of in-country Business Developers to support commercial opportunities.
- Work with marketing strategists to design and develop sales campaigns targeting commercial customer whitespace.
- Develop sales plays to ensure continued adoption of Symantec products by commercial customers.

What we’re looking for

- Have relevant direct touch/end-user sales experience in cybersecurity (Broadcom Symantec, Carbon Black, and CA products & solutions would be a strong asset) or technology space, managing customer relationships, processes, and programs and/or sales personnel within the IT industry.
- Have developed and executed strategic sales initiatives including setting business expectations and objectives.
- Demonstrate that they have worked effectively with marketing to maximize Go-To-Market program effectiveness.
- Demonstrate leadership abilities, team management, and interpersonal skills.
- Demonstrate the ability to work in a matrix organization.
- Travel is estimated to take up to 75% of working time.
- Minimum of 5 years of experience in cybersecurity/IT is required.

Qualities

- Strong leadership and management qualities.
- High degree of structure and organization.
- Ability to enthuse, connect, and mobilize people involved.
- Good understanding of vendor strategy and ability to evangelize vendor propositions.
- Strong understanding of the full needs of the wider business in relation to the sales organization.
- Hunters profile with proactive sales mindset.

Skills

- Fluent in Spanish & English.
- Strong writing and communication skills.
- Strong influencing and negotiation skills.
- Good relationship-building abilities.
- Direct experience with cybersecurity vendors.

What we offer

- Health insurance.
- Opportunity to participate in a new and stimulating experience.
- 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: ES-Alcobendas, Spain (Avenida de Europa)

Time Type: Full time

Job Category: Sales

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📌 Regional Account Manager (Symantec, Carbon Black, Ca) (Madrid)
🏢 Arrow Electronics
📍 Madrid