Business Development Representative - New Markets and New Suppliers

Arrow•Columbia, VA

5d•Remote

About The Position

immixGroup is looking for a strategic Business Development Representative to expand our line card via identification, pursuit, qualification and activation of new supplier lines focused on the US Public Sector (FED and SLED) markets. You will serve as the tip of the spear for these efforts, helping these companies understand how immixGroup can help the grow their business and achieve their goals at an accelerated pace. This person should have a deep understanding of distribution's value in the public sector ecosystem and be able to leverage that understanding to align our value to the needs of each supplier.

Requirements

5+ years in Sales, Business Development or distribution leadership with a consistent history of overachieving targets.
Experience working in solution selling environments across multiple stakeholders and decision makers within long, complex sales cycles.
Comfort selling and negotiating at the CRO and CFO levels
Well-connected and familiar with the public sector IT sales channel
Strong business development skills
Excellent written and verbal communication/interpersonal skills
Excellent time management, organization, and customer service skills
Must be able to prioritize, multitask, deal with ambiguity, handle pressure
Must be highly proficient in Microsoft Office Suite
Must have the ability to sell, persuade, influence and negotiate
Must have demonstrated ability to build relationships at all levels of supplier
Proven ability to originate new business and convert a lead into a qualified prospect
Must be able to travel to an Arrow office location as requested by Arrow leadership.

Responsibilities

Land major new relationships with strategic companies from assigned account list developed in conjunction with management
Identify and aggressively pursue key decision makers and influencers to identify business needs across all Arrow solutions.
Qualify opportunities throughout the sales cycle to ensure that the relationship meets Arrow’s goals and expectations are aligned with customer success criteria.
Position Arrow’s unique value proposition across Channel Services as well Integration and Logistics services to differentiate us from all competition.
Assemble and lead cross functional pursuit teams of Arrow SMEs needed to win each opportunity.
Negotiate complex deals with multiple moving parts to structure relationships that are beneficial to Arrow and provide frameworks for successful business relationship with new suppliers.
Coordinate with internal stakeholders from Executive Management, Finance, and Operations to evaluate proposed offering throughout the sales cycle to assure alignment to Arrow’s capabilities and priorities.
In conjunction with above teams, design a services structure to meet and exceed customer’s expectations with Arrow.
Show maniacal focus to time efficiency in driving a healthy pipeline of 15-20 sales cycles at various stages in parallel to one another.
Accuracy in forecasting both size and timeline of new business.
Success will be defined on wins that are both large in total revenue and represent profitable business for Arrow.