The Business Development Manager will be responsible for the management of existing and potential customers/partners for Microsoft Embedded / IoT
Work with Arrow Account Managers to identify and develop reseller/partner accounts with strong potential to grow Microsoft Embedded/IoT
Build and maintain strong relationships within Microsoft and across the channel partner base to enable joint execution and pipeline growth
Identify new partners, engage and enable them with the tools, knowledge, and programs required to realize their sales potential
Support and drive campaigns and partner projects to target specific go-to-market messaging and accelerate adoption
Provide regular and accurate forecasting of opportunities and share market intelligence for both short
and long-term deal planning
Maximize margin opportunities by focusing on the right partners, targets, and vendor programs to ensure rebate targets and focus areas are met
Identify sales scenarios and opportunities to meet and exceed targets, acting as a trusted advisor in qualifying dedicated-purpose/embedded use cases together with internal stakeholders
Enable partners through regular sales training (in-person or webinars) and facilitate access to technical enablement when needed
Earn a high level of profile and trust within the partner base to ensure Arrow is engaged early in larger projects and strategic opportunities

Experience in a similar role within software/hardware solutions sales in IT channel sales and/or end-user sales
Strong understanding of the embedded / IoT ecosystem and ability to engage both commercial and technical stakeholders (partners, OEMs, integrators, ISVs)
Fluency in English
German – native/advanced
Strong communication and negotiation skills
Ability to build and develop strategic business relationships
Self-motivated with a proactive approach and structured time/opportunity management
Ability to learn product benefits and solution sales concepts and work effectively with alliance vendors
Problem solving and capacity to follow through on tasks to conclusion
Readiness to travel across EMEA as required

Business Development Manager – EMEA

Key skills