Position:

IoT Segment Solution Leader

Job Description:

Arrow IoT Segment Solutions Leader

Arrow Electronics is a leading provider of technology and services for companies looking to build with and use IoT to help solve business problems. Arrow's broad range of products from electronics components to gateways to data center and cloud based solutions coupled with services through the device life cycle from creation, connection, management, and disposition (From Sensors to Sunset™) serves more than 125,000 customers globally today to accelerate time to value. As an IoT Aggregator, Arrow brings together the right mix of technology and services to abstract all the complexity to serve across key market verticals to accelerate the use and adoption of IoT technology for customers. Segment leader positions are for the following for segments: Cities/Buildings, Industry, Retail, and Transportation/Asset Management.

The IoT Segment Solution Leader will bring significant domain/segment expertise and will:

• Assess, organize, and prioritize market and customer business requirements for segment across all geographies
• Understand and document buyer persona for segment and operational challenges
• Size and define market sub-segments - create positioning framework and develop actionable plans with measureable results
• Identify key ecosystem partners and alliances - propose new relationships based on segment needs and trends
• Define pre-integrated and aggregated segment solutions business requirements from IoT edge to cloud
• Coordinate solution build out with Arrow IoT hardware & software Engineering teams
• Define pricing (CAPEX, OPEX), positioning, packaging, and promotions of solutions
• Design and create sales and engineering toolkits to drive direct and partner led sales
• Develop marketing launch and communication plans - ensure effectiveness and consistency in messaging
• Develop proposition for each solution and establish success metrics and criteria including revenue goals
• Create content for vertical differentiation presentations, competitor information, needs analysis, case studies, web content, and ROI benefits.
• Demonstrable thought leadership and lead education and enablement with webinars, podcasts, seminars, & Ted talks
• Lead engagement with key customers initially and partner with sales and solutions architects
• Propose structure and process changes to improve effectiveness of solution development and achieving market success
• Ensure that the organization is effectively equipped and collaboratively educated on strategy to enable full achievement of revenue goals.
• Leverage your reputation as a 'market expert' to partner with senior leadership and guide the short and long-term agenda for assigned portfolio/product/solution.
• Engage with industry Analysts, thought leaders and media relations to represent the value prop of segment solutions
  

   

  Effectively Manage Your Business By

• Enable direct and partner sales teams with: value/differentiation presentations, pitch decks, demonstrations, call scripts, case studies, web content, white papers, ROI modeling.
• Collaborating with Demand Generation, Product Marketing, and Digital Marketing teams to design and deliver lead generation initiatives across multiple vehicles: SEM, content marketing, tradeshows, seminars, webinars, calling campaigns, marketing automation programs, etc.
• Developing a keen understanding of the competition, buyer needs, industry influencers and decision makers while possessing the ability to effectively communicate and publicly represent the company and solutions at industry events
  

   

  Experience And Skills

• 7-10+ years of software Product Management or Product Marketing experience and/or specific market segment expertise
• Experience and a track record of driving adoption, growth and results
• BS/BA required, MBA advantageous
• Strong problem solving, analytical and mental acuity
• Strong technical acumen coupled with business savvy and proven ability to develop, promote, and execute a business development plan
• Exceptional communication skills –
  • Ability to write and create product content; able to write quickly and concisely for non-technical audiences; writing samples required
  • Clear, articulate, and compelling thought leader and speaker
• Proven influencing skills with top executives, working cross-functionally and with clients/prospects
• Self-starter, creative thinker, excellent listener and communicator
• Strong affinity for sales team success, prior sales experience a plus
• Proven relationship building skills with industry influencers, pivotal clients, and partners
• Collaborative team player focused on success of entire organization
• Startup experience and ability to develop and evolve processes for a growing team in a growing market