• Identify, recruit, and develop strategic ISV partners • Develop and manage relationships with CCSPs and MSPs • Design and execute joint go‑to‑market plans • Shape modern partner business models including SaaS and subscription licensing • Act as a trusted advisor to sales leadership and product management

• Working within an assigned account base to grow and develop the business, expanding market share and maximizing Arrow’s share of customer spend. • Defining critical markets in the assigned sales territory, utilizing sales methodologies to develop key relationships ensuring a strong foundation for solution selling. • Responsible for achieving monthly, quarterly and yearly revenue targets in the assigned account base • Maintaining and promoting relationships with customer contacts responsible for design opportunities and dealing with existing business challenges. • Developing strategic account plans for the assigned accounts. • Maintaining an acceptable knowledge on our competitors and the marketplace • Taking ownership and managing account issues and complaints within your account base. • Prioritizing time on the largest growth opportunities within the account base.

• Strategic and operational development of the vendor AWS for the DACH region in ongoing collaboration with team members • Close cooperation with Pre-Sales, Inside Sales and Marketing to strategically plan and execute the go-to-market strategy • Proactive support and training of the sales teams on complex and strategic AWS topics • Expansion of our existing partners in the Infrastructure (IaaS) product area • Acquisition of new partners in the Infrastructure (IaaS) product area • Preparing and presenting vendor-specific updates in areas such as licensing, partnerships, product updates, operations, and incentivization • Involvement and active collaboration with other Arrow internal departments to position AWS (DSOR) in the market through vendor partnerships using our unique portfolio • Intensive maintenance and continuous expansion of the personal network through close collaboration, including regular coordination for developing and expanding the business relationship with the vendor • Developing and communicating Arrow’s USPs and value propositions to new and existing partners

• Work with Arrow Account Managers to identify and develop reseller/partner accounts with strong potential to grow Microsoft Embedded/IoT. • Build and maintain strong relationships within Microsoft and across the channel partner base to enable joint execution and pipeline growth. • Identify new partners, engage and enable them with the tools, knowledge, and programs required to realize their sales potential. • Support and drive campaigns and partner projects to target specific go-to-market messaging and accelerate adoption. • Provide regular and accurate forecasting of opportunities and share market intelligence for both short- and long-term deal planning. • Maximize margin opportunities by focusing on the right partners, targets, and vendor programs to ensure rebate targets and focus areas are met. • Identify sales scenarios and opportunities to meet and exceed targets, acting as a trusted advisor in qualifying dedicated-purpose/embedded use cases together with internal stakeholders. • Enable partners through regular sales training (in-person or webinars) and facilitate access to technical enablement when needed. • Earn a high level of profile and trust within the partner base to ensure Arrow is engaged early in larger projects and strategic opportunities.