Job Description :
JOB TITLE : EMEA Business Development Manager (EMEA BDM)
DIVISION : Virtualization & Data Intelligence EMEA
JOB LOCATION : Remote (and office) in Morocco
REPORTS TO : Head of Virtualization & Data Intelligence EMEA (HoVDI EMEA)
Vendor(s) : VMware, possibly in combination with others
The EMEA BDM is part of EMEA Strategic Vendor Alliance team and in this role she / he is responsible for EMEA Strategic Alliances / relationship on management level & business development activities, using hand-on approach towards the vendors and Arrow Vendor teams in (15-26) countries, with the goal of maturing the strategy and commercial outcomes.
She / he will work closely with HoVDI EMEA and senior Arrow staff in other departments and teams in EMEA and countries, to identify, recommend, develop, and support the Vendor business towards our country teams, partners, and end customers.
The EMEA BDM will also ensure that proposed and existing portfolio and solutions conform to current best practices but maintain an open mind to innovations and developments across the sector.
She / he will support the sales and Vendor teams with Vendor specific knowledge and guidance around programs, portfolio, cloud, licences, technology, processes, enablement, marketing, and services offered by Arrow.
The activities will support Arrow Vendor country team members as well partners, SI’s, MSP’s and Resellers in both a vendor specialist and commercial capacity.
The EMEA BDM will also be responsible for engaging with the relevant vendor teams, overseeing the development of business development and / or Vendor enablement services, and validating any joint propositions with the sales teams.
Additionally, this role will stretch the incumbent to support / co-lead the country teams of business development Managers to become self-sufficient Vendor specialist.
The EMEA BDM has six main responsibilities :
1.Offer SME (subject matter expertise) leadership by the acquiring, maintaining, and using knowledge of Vendor strategy, mission, culture, technology, portfolio, programs, commercials, solutions, processes, best practice, got to market , services, market, segments, partners and end user company profiles of current and potential (partner) ecosystems.
2.Create, build, present, execute, manage, and report business development plan in combination with EMEA marketing, EMEA education, Arrow country Vendor and Arrow services teams with a hands-on approach.
3.Organise, plan and held EMEA Quarterly Business Review (QBR’s), workshops, wessions, meetings, round tables, etc.
4.Provide analyses, reporting, presentations, and documents to support the Vendor business and country teams.
5.Responsible for daily operation, to achieve personal targets, objectives, and goals set by management - and tasks given by the HoVDI EMEA, related to company goals.
6.Be a proactive contributor to Vendor / Solutions / Alliance team domain’s body of knowledge by way of sharing strategic Vendor portfolio & services knowledge via internal articles, writing newsletters on Vendor strategic matters and results, actively directing the channel’s / teams attention to significant events and milestones within the domain via social media.
Key Skills / Experience / Technology skills
Responsibilities to Vendors, Partners and Arrow
Duties will include but are not restricted to :
Arrow administrative responsibilities
The EMEA BDM will be required to use Arrow tools like EMEA Weekly forecasting, Workday to approve annual leave requests and ensure that staff are fulfilling their HR milestones.
They will also be required to approve expenses in Concur. Several other administrative tasks will become necessary at various times as the business continues to evolve.
Hours of Work
The company’s standard hours of work are 9.00am 5.30 pm CET with one hour for lunch, however due to the EMEA time zones and nature of this role flexibility will be required to meet the needs of the role.
In addition, this role is remotely facing and therefore there will be the expectation that you are able to work with tools like Microsoft Teams and Zoom.
Traveling is EMEA is not part of this role with one possible exception.