Field Sales Manager

Arrow•Denver, CO

10d•Hybrid

About The Position

Arrow’s Sales teams connect customers with expertise, solutions, and global capabilities to help them solve complex challenges and move forward with technology. The Field Sales Manager drives supplier-program execution and partner growth, leads the rollout of vendor-developed programs, and ensures field-team accountability for performance KPIs. The role develops partner and vendor relationships, communicates Arrow’s value proposition, and directs sales strategy and execution to achieve branch and team goals. The manager leads, recruits, mentors, and develops sales staff; manages performance; and ensures the team has the training and resources to deliver sales plans. The position also strengthens customer, supplier, and vendor relationships through service excellence, problem-solving, effective communication, and engagement with decision-makers. As a branch leader, the manager builds enthusiasm around goals, uses data to guide recommendations, manages budgeting and planning, and facilitates data-driven process improvement. The role participates in a sales compensation plan with a variable portion of OTE tied to sales-related goals. Work arrangement: Colorado candidates are hybrid, with Tuesday through Thursday in the Panorama office and Monday and Friday working from home. Candidates in other states are fully remote, with travel to an Arrow office as requested by Arrow leadership. The listed location is Denver, Colorado. Annual hiring range is $138,900.00–$240,354.81; actual compensation may vary based on location, experience, education, and skill level.

Requirements

Typically, at least 8–10 years of experience in the IT Sales Channel.
Software sales experience.
Experience selling to and with Managed Service Providers.
Demonstrated sales leadership experience.
Working knowledge of a consultative sales methodology.

Nice To Haves

Additional direct selling experience.
Strong background in cybersecurity and/or cyber resiliency technologies.

Responsibilities

Partner with supplier management teams to define performance KPIs and translate them into field execution.
Lead the day-to-day rollout of vendor-developed programs and ensure KPI allocation and accountability across the field team.
Build and maintain executive relationships with partners and vendor leadership.
Articulate Arrow’s value proposition in ways tailored to partner needs and business outcomes.
Recommend strategy and customer plans to the General Manager or Sales Director.
Use data analysis and experience to make decisions about strategy and direction.
Direct value-added sales opportunities by implementing supply chain, engineering, supplier, or service excellence strategies.
Identify and help achieve sales branch goals as well as team goals.
Recruit, hire, mentor, and manage sales staff, including managing employee performance.
Ensure the team is trained and has resources to deliver sales plans; coach employees and provide feedback.
Prepare employee development plans and develop high-potential sales representatives for future management roles.
Make difficult personnel decisions when necessary.
Strengthen manager relationships with key contacts through superior service and operational excellence.
Use effective problem-solving techniques and communicate with suppliers, customers, and vendors at all levels.
Attend reviews and meetings, and increase management presence at customer accounts to gain access to decision-makers.
Act as a branch leader, build enthusiasm around goals, and make data-based recommendations to the team and management.
Manage budgeting and planning and facilitate data-driven process improvements.