Develop and implement a strategic business development plan to grow Veeam sales and expand market share in Poland.
Define critical markets, new customer segments, and emerging opportunities aligned with Veeam’s roadmap (Veeam Data Platform, Backup & Replication, Veeam ONE, Microsoft 365 backup, cloud workloads, immutability and ransomware resilience).
Expand and refine the product offering to meet evolving market and customer needs.
Build and maintain strong relationships with Veeam teams, key partners, and internal stakeholders.
Drive partner recruitment, onboarding, enablement, and pipeline acceleration.
Lead Quarterly Business Reviews (QBRs) with Veeam and major partners; prepare strategic planning inputs and performance evaluations.
Prepare and deliver presentations, product briefings, demos, and roadmap updates for customers and partners.
Support opportunity qualification, competitive positioning, deal shaping and pricing negotiations in collaboration with Veeam.
Promote Arrow’s value-added, supply chain and lifecycle capabilities to differentiate in the market.
Manage and execute MDF-funded marketing activities supporting pipeline generation and partner engagement.
Coordinate and participate in webcasts, workshops, conferences, and industry events.
Monitor market trends, customer requirements and competitor strategies to identify new growth vectors.
Prepare and deliver internal quarterly business reviews (iQBR) including pipeline analysis, KPIs, risks/opportunities and execution plans.
Ensure accurate forecasting and opportunity management in Salesforce.com, Oracle and internal Arrow tools.
Support supply chain and availability planning where relevant.
Requirements
Minimum 8 years of related experience with a bachelor's degree, OR
Minimum 6 years of related experience with a master’s degree, OR
Equivalent relevant experience.
Experience working in the IT industry is required (distribution, vendors, enterprise software, cloud, security, infrastructure).
Strong background in IT business development, ideally within data protection, backup & recovery, cyber‑resilience, cloud or enterprise infrastructure.
Experience working with vendors and partners in IT distribution; prior experience with Veeam Software is a strong advantage.
Additional asset: knowledge of the backup software market (Veeam, Commvault, Rubrik, Cohesity, Veritas) and the security software market at a commercial/sales level.
Excellent relationship-building, communication, presentation and negotiation skills.
Strong analytical skills and business acumen.
Proficiency in PowerPoint, Excel and Word (Power BI is an advantage).
Experience with Salesforce.com, Oracle, or other CRM/ERP systems.
Fluency in Polish and English at a minimum B2 level, required for daily cooperation with Veeam and Arrow international teams.
Tech Stack
Cloud
ERP
Oracle
SFDC
Benefits
Competitive salary with performance-based bonus structure.
Company car after the 3-month probation period.
Hybrid work model with flexible working hours.
Private medical care (Medicover) and access to MyBenefit (including Multisport).
Career development and advancement opportunities within a global organization.
Direct cooperation with Veeam Software and access to training, certifications and industry events.
Open-minded, collaborative and international work culture.