Global GTM Programs Director

Arrow Electronics

8d•Remote

About The Position

Arrow ECS is seeking a Global GTM Programs Director to define and execute go-to-market strategies that accelerate growth for our ECS portfolio across EMEA and the US. This strategic role will lead the development of sales plays, orchestrate vendor partnerships, and drive internal and external enablement to deliver incremental revenue. Acting as a connector between vendors, sales, marketing, and partners, you will ensure Arrow ECS remains the trusted leader in delivering enterprise-class solutions.

Requirements

10+ years in GTM leadership, solution marketing, or sales enablement within IT distribution, cloud, or enterprise solutions.
Proven success in building and scaling sales plays across multiple regions.
Strong experience in vendor management and MDF/JMF optimization.
Expertise in channel ecosystems and partner-led growth strategies.
Exceptional communication skills with ability to influence cross-functional teams.
Bachelor’s degree required

Nice To Haves

MBA preferred.

Responsibilities

GTM Strategy & Sales Plays: Develop a global ECS GTM framework with regional adaptations for EMEA and US.
Create repeatable sales plays aligned to Arrow ECS vendor solutions (e.g., Dell APEX, NetApp ONTAP, VMware Cloud Foundation), including messaging, ICP, triggers, and competitive positioning.
Define land, expand, and cross-sell motions for ECS offerings and adjacent technologies.
Vendor Engagement & Alliances: Partner with strategic vendors (Dell, NetApp, VMware, HPE, IBM, Microsoft) to build joint value propositions and co-selling programs.
Manage MDF/JMF planning, proof-of-value initiatives, and co-marketing campaigns.
Align Arrow ECS GTM priorities with vendor roadmaps, certifications, and incentive programs.
Enablement & Adoption: Deliver role-based enablement for internal sales teams and external partners (playbooks, pitch decks, demo flows, ROI tools).
Launch certification programs and micro-learning content to drive adoption.
Ensure enablement assets are accessible and measurable through Arrow ECS platforms.
Marketing Integration: Collaborate with marketing to execute integrated campaigns supporting ECS plays.
Develop persona-based messaging and industry-specific use cases for key verticals (Financial Services, Manufacturing, Public Sector).
Drive ABM strategies and leverage MDF for high-impact demand generation.
Performance & Governance: Establish KPIs for pipeline growth, win rates, attach rates, and enablement adoption.
Implement dashboard reporting and cadence reviews for regional execution.
Lead pilot-to-scale programs, incorporating feedback loops for continuous improvement.
Leadership: Provides leadership and direction to global sales and marketing teams.
Develops and implements global business development objectives that focus on the integration of new technologies into our product portfolio.