• Establish funnel of opportunities both with the customer themselves and/or suppliers that are servicing this customer and looking for optimization of flow of goods. • Have a thorough understanding of the client’s needs, client’s design and production partners, and the client’s decision-making hierarchy to proactively assess, clarify, and validate customer needs on an ongoing basis. • Lead a strategic account planning process that develops and manages mutual performance objectives, financial targets, and critical milestones. • Grow profitably by selling value-added, long-term solutions, including the ability to “go wide” and sell high within the client’s organization. • Direct cross-functional Arrow personnel; including sales support, operations, and management resources, to meet account objectives and client’s (whether OEM customer or supplier as client) expectations. • Demonstrated ability to deliver compelling value-based proposals to C-level/senior management decision makers selling Arrow’s value proposition and vast capabilities in global supply chain services. • Utilize relationships within distribution/Rep/supplier community to grow sales and profits within assigned account(s). • Build strong relationships with suppliers’ account managers, in orders to best service the OEM client(s). • Develop relationships with key personnel in sourcing, marketing, product development, manufacturing, purchasing, and engineering at the client(s) to uncover additional opportunities to service the client(s) and referenced suppliers. • Plan, manage and oversee all the RFQs including delivery of proposal to client(s). • Ensure that all RFQ activities and strategies are well established, communicated, addressed, and agreed upon within Arrow guidelines, policies, and procedures. • Directly participate in the review and negotiation of significant contracts. • Have an in-depth, comprehensive understanding of Arrow’s market share at the account, the top competitor’s market share in the account, and can identify the type of business each competitor is supporting and why. • Execute account strategies to meet or exceed annual and quarterly targets, along with major business objectives. • Clearly articulate (and escalate real-time, as needed) client(s) needs and objectives, along with industry supply chain trends to Arrow leadership.

• Meet or exceed annual sales targets by directing activities in the field to achieve territorial sales goals • Generate and increase a robust pipeline of sales opportunities in allocated Territories • Responsible for capturing customer requirements to influence L3Harris CUxS design solutions and successfully selling CUxS products to customers in all domains • Promote current product capability, as well as recommending the development of products or product enhancements • Serve as the customer expert and capture/pursuit leader for business pursuits • Develop strategy for key pursuits and manage the hand-off of business opportunities

• Meet or exceed annual sales targets by directing activities in the field to achieve territorial sales goals in line with company growth plans. • Generate and increase a robust pipeline of sales opportunities in allocated Territories. • Responsible for capturing customer requirements to influence L3Harris CUxS design solutions and successfully selling CUxS products to customers in all domains (Air, Land and Maritime). • Promote current product capability, as well as recommending the development of products or product enhancements expected to result in profitable business growth. • Serve as the customer expert and capture / pursuit leader for business pursuits. • Responsible for developing strategy in all domains (Air, Land and Maritime) for key pursuits and managing the hand-off of business opportunities to the operational unit. • Stay engaged with and communicate with Program Managers they direct the execution of existing business to ensure we "keep it sold" and position ourselves for follow-on business with existing customer. • Expected to spend significant time outside of the office or on the phone networking and meeting with customers, as soon as practically feasible. • Travel – up to 50% of the time, as soon as practically feasible.

• Take on a central role in strategically expanding the business within defined customer segments of the Financial Services industry • Identify and develop new leads and opportunities • Increase revenue, pipeline and win rate in proposals and bids • Position the technology portfolio with decision-makers up to C-level • Win strategic projects to support onshore and offshoring teams in new client engagements • Develop compelling value propositions and present them to client executives • Work closely with delivery, portfolio and presales teams to orchestrate innovative solutions • Act as a driver for new initiatives with a growth mindset to advance business development