Position:

Job Description:

Primary Location: France

Target Market: Channel Partners (VARs, System Integrators, MSPs)

Role Summary

An autonomous, channel-focused B2B sales professional responsible for expanding Arrow’s managed, support, professional, and education services footprint across EMEA through net-new partner acquisition and joint commercial growth.

Key Responsibilities

• Prospect, recruit, and onboard net-new channel partners (VARs, MSPs, SIs) across the assigned EMEA territory.
• Lead commercial engagements with a primary focus on Managed & Support Services (L1/L2 technical support and vendor-aligned support programs), while actively positioning complementary offerings—including Professional Services and Education & Technical Training—to maximize partner deal margins. Develop and execute joint GTM strategies with partners, co-selling into enterprise accounts where needed.
• Conduct consultative business sessions demonstrating the financial and operational benefits of embedding Arrow services into partner portfolios.
• Lead regular internal and external Quarterly Business Reviews (QBRs) to align strategic growth targets and track performance.
• Maintain pipeline integrity, accurately forecast deal flow in Salesforce, and meet annual gross profit targets under Arrow’s sales compensation plan.

Key Qualifications

• Experience: 6–8+ years of successful B2B IT sales experience within channel distribution, managed services, or IT vendor ecosystems in EMEA.
• Track Record: Proven ability to acquire net-new channel partners and drive complex, multi-service commercial agreements.
• Technical & Commercial Aptitude: Strong business acumen regarding services margins and recurring revenue, supported by a solid technical/presales background to effectively position solutions.
• Languages: Fluent English is mandatory; business proficiency in the hiring country’s local language is required.

Arrow is an equal opportunity employer and is committed to creating a diverse working environment by providing equal employment opportunities for all qualified persons. 

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