Business Development Manager

Role Overview

• 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.