Job Description:

The IoT Business Development Manager will drive growth within their assigned region and across targeted vertical(s), and act as Subject Matter Expert (SME) for these business areas to identify sales opportunities. The IoT Business Development Manager will also be responsible for ensuring prospect development with both existing and new clients to drive overall company growth and recognition within IoT solutions.

Principal Accountabilities:

• Identify, recruit and onboard IoT partners in the within assigned US region
• Leverage resources across Arrow to direct the implementation and execution of IoT business development strategy
• Initiate marketing campaigns for turnkey IoT solutions through partners to build a solid pipeline of opportunities
• Build and maintain strong relationships within assigned partner base as well as with IoT vendors, suppliers, partners, and clients 
• Work with Arrow Partner Managers to identify potential key reseller partners to develop sales of IoT Solutions
• Through consultative approach, sell complete market-ready IoT solutions including engineering services together with the full technology stack, data connectivity, cloud and analytics in alignment with the Global IoT Partner strategy
• Manage a business decision-maker hierarchy and execute on sales strategy and ensure consistent pricing, quota, planning and that high-quality customer requirements are met
• Act as the IoT Subject Matter Expert (SME), both internally and externally to help ensure assigned partner targets are met and exceeded
• Execute successful business and enablement plans with assigned partners
• Travel to various, non-headquartered locations, up to 50% of the time as needed for Business Development opportunities
• Enable partners by providing regular sales training both onsite and remote to promote and facilitate successful technical training delivery
• Provide ongoing forecasting of opportunities, providing detail for both short and long-term pipeline

Required Skills:

• 5-10+ years’ experience in sales/business development in technology with direct experience in IoT solutions
• Strong background and practical experience in channel sales
• Practical experience within all facets of custom IoT solutions such as: PaaS, SaaS, IoT connectivity, hardware, applications, cloud, analytics, etc.
• Demonstrable success in sales through all lines of business up to C-Level executives
• Ability to travel up to 50% of the time
• Hands-on engineering experience a plus (Cisco, Azure, IBM Cloud, etc.)
• Bachelor’s Degree preferred