Key Account Executive

Arrow Electronics•IS-IL-Illinois (Remote Employees), NV

1d•$166,700 - $200,204•Remote

About The Position

The Key Account Executive serves as the single point of contact for large, complex, multi-location Arrow customers. The role creates sales opportunities within strategic customer accounts by building relationships with senior leaders and is responsible for achieving sales quotas and strategic account objectives. The position typically manages a territory of accounts averaging $150M or more. The role develops strategic account plans, identifies and validates customer needs, and sells solutions using knowledge of Arrow’s supply chain solutions and design processes. It coordinates Arrow sales support, service, and management resources to meet account objectives, grow profit, and maximize margins through value-added, long-term solutions. The Key Account Executive plans and oversees RFQs, ensures related activities and strategies comply with Arrow guidelines and are communicated to relevant parties, and participates in significant contract reviews and negotiations. The role supports contract amendments, renewals, and negotiations, maintains a detailed understanding of market share and competitors in assigned accounts, and develops supplier and customer action plans. The position builds strategic relationships with customer decision-makers, including senior management and C-suite executives, as well as supplier representatives and managers. It collaborates with customer teams across marketing, product development, manufacturing, purchasing, and engineering, and uses relationships with Arrow management, suppliers, and partners to grow sales and profits. This is a fully remote role for employees in Illinois. The employee may be asked to travel to an Arrow office location for work-related purposes. The posted annual hiring range is $166,700 to $200,204; actual compensation may vary based on location, experience, education, and skill level.

Requirements

Typically requires 8–12 years of related experience with a four-year degree, or 8 years of experience with an advanced degree.
Strong understanding of the IT channel ecosystem and how it provides value to partners through solution selling.
Demonstrated success developing trusted relationships with senior stakeholders, including C-suite leaders, and using those relationships to drive mutual business outcomes.
Consistent record of strong performance against goals in a senior or strategic sales capacity.
Ability to operate in a highly matrixed environment and align cross-functional teams and partners without direct authority.
Ability to recruit, influence, and grow business in existing and new accounts through pipeline creation, stakeholder mapping, and opportunity qualification.
Experience selling IT services and translating technical capabilities into customer outcomes.
Established relationships and credibility with OEMs and broader partners, with a track record of collaborating to create and win opportunities.

Responsibilities

Create sales opportunities within assigned large, complex, multi-location strategic customer accounts.
Build strategic relationships with customer senior management and C-suite decision-makers.
Achieve sales quotas and assigned strategic account objectives.
Develop strategic account plans with mutual performance objectives, financial targets, and milestones.
Understand customer needs and decision-making hierarchies, and proactively assess, clarify, and validate needs.
Sell solutions using knowledge of Arrow’s supply chain solutions and design processes.
Grow profit and maximize margins through value-added, long-term solutions.
Coordinate Arrow sales support, service, and management resources to meet account objectives and customer expectations.
Plan, manage, and oversee RFQs for assigned customers, ensuring activities and strategies are established, communicated, addressed, and agreed upon within Arrow policies and procedures.
Participate in reviewing and negotiating significant contracts and assist with contract-term amendments.
Coordinate information needed by Arrow and customer departments for contract renewals and negotiations.
Understand Arrow and competitor market share in assigned accounts and maintain a dominant market-share position.
Develop innovative supplier and customer action plans and maintain expert understanding of customer businesses.
Use distribution, representative, and supplier knowledge to grow sales and profits.
Update suppliers on demand-creation progress through meetings or reviews and build relationships with supplier representatives and managers.
Develop relationships with customer personnel in marketing, product development, manufacturing, purchasing, and engineering.
Use Arrow’s key management relationships with customers and suppliers.
Travel to an Arrow office location when requested by Arrow leadership.