Sales Engineering Director - Cloud, Data/AI

Arrow Electronics is seeking a Sales Engineering Director to provide strategy, technical direction, and business guidance for their Cloud and Data/AI practices. The role involves leading and mentoring a team of Sales Engineering Managers and Engineers while collaborating with sales leadership to achieve goals and drive revenue.

Responsibilities:

• Recruit and hire new Sales Engineering Managers/Sales Engineers into the practice
• Training, developing and mentoring direct reports to most effectively drive and service Arrow suppliers/vendors, partners and sellers
• The SED acts as an escalation point for their team
• Present Arrow sales engineering & services value to prospective customers based on requirements to both technical and non-technical audiences such as suppliers, partners, and Arrow sales and marketing teams
• Act as an integral member to the Arrow sales teams by contributing to the formulation of Arrow strategies and technical approaches, including pre-sales planning and marketing campaigns
• Collaborate with the aligned sales leadership to ensure the teams are working together to achieve their assigned goals
• Must coordinate with business leaders to hit KPI goals and optimize rebates and revenue
• Manage and track sale engineering engagement and strategic programs to drive revenue/margin
• The SED will also spend time shadowing members of their team and use that to provide feedback and coaching
• Foster channel partner relationships with an emphasis on technical leadership
• Provide technical leadership in partner interactions to include sharing practice area trends and best practices being employed by other partners to actively be part of the selling process—have a unique value with the partners in your practice areas
• Act as a floating SEM and fill in for existing team members if there is a resource conflict or coverage challenge
• Work independently as well as within a team with limited direction in a fast ‐ paced environment; must be a high energy, motivated, self‐starter and be able to learn and adapt to new technologies quickly
• Drive constant improvements within your team which are tracked weekly, monthly, quarterly as well as year-over-year
• Direct sales, supplier/vendor, and partner relationships are a critical part of this role

Requirements:

• Must possess and demonstrate successful strategic SE leadership experience in previous roles
• Must have experience and understanding of technology distribution which includes the methods and channels through which technology products, services, and innovations are made available to end-users
• Must have extensive industry experience with Cloud vendors and their channel partner programs…with specific focus on Microsoft, AWS, or GCP
• Understanding of the Data and AI technology stacks
• Broad industry knowledge of infrastructure solutions including Dell, HPE, IBM, VMware, Citrix, NetApp, Lenovo, Red Hat, etc
• Understanding of FinOps with particular focus on CloudHealth and Apptio
• Understanding of security technologies and leading vendors
• Experience leading the development and utilization of multi-vendor technology lab environments…driving technology demonstrations and proof of concepts (POC)
• Experience driving sales of professional, managed, and support services
• Excellent verbal and written communication skills are a must
• Must have experience utilizing the Microsoft 365 application suite and SalesForce
• Up to 25% Travel
• "Whatever it takes" attitude and motivation to do whatever necessary to assist in closing a deal