Position:

Sales Engineering Director - Cloud, Data/AI

Job Description:

Arrow is seeking a Sales Engineering Director (SED) to provide strategy, technical direction and business guidance for our Cloud and Data/AI practices…collaborating closely with other practice areas including Modern Infrastructure and Security.  The Sales Engineer Managers (SEM) within the practice will report directly to the SED and the SED reports directly to the Vice President, Sales Engineering and Services North America. The SED will have dotted line responsibility to, and tight alignment with, Sales and Supplier/Vendor Management. The SED will have leadership responsibility for the SEMs and Sales Engineers within the practice and will also have direct customer interaction as the technical leader for the practice.

The SED evangelizes the comprehensive value provided by the sales engineering and service organization, with particular focus on the Cloud and Data/AI practices.  Responsible for recruiting, leading, coaching and mentoring the team. This team of SEMs and sales engineers provide technical expertise through sales calls, presentations, solution design, product and proof of concept demonstrations, solution consultation, architecture review, and enablement of Arrow partners. The SED possesses a background that includes a history of technical and business acumen, as well as experience in working with and guiding pre-sales teams forward.  The SED is expected to manage the team’s activity, conduct one-on-one meetings with direct reports, and partner with sales and technical counterparts, both internal and external, to attain respective go to market strategies and revenue/margin goals.

What You'll Be Doing:

• 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

What We Are Looking For:

• Must possess and demonstrate successful strategic SE leadership experience in previous roles. 

• Extensive industry experience with Cloud and Data/AI vendor solutions, partner programs and certifications…with specific focus on Microsoft, AWS, GCP, Nvidia, and the AI ISV ecosystem

• Broad industry knowledge of infrastructure solutions…Dell, HPE, IBM, VMware, Citrix, Rubrik, 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

• Experience driving sales of professional, managed, and support services

• Excellent verbal and written communication skills are a must. You will be presenting to groups of partners, suppliers, sales teams, as well as direct reports via collabora