• 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.

• The Business Development Manager in Arrow will be responsible for the management of existing and potential customers. • The primary outcome is to drive profitable growth in the partner landscape through the acquisition of new logos as well as management and growth of existing customers. • They will be required to define Partner and vendor needs and execute against a sales plan to develop and grow the business. • The role will involve relationship management and development across both our partners and vendors to ensure trust and mutual execution of business objectives. • Working with Arrow Account Managers (Internal Sales) and Account Director’s (External Sales), to identify the key reseller partners with good potential to develop sales of the vendor’s products and services. • Working with these partners to ensure they have all the tools necessary to realise their sales potential. • Execute successful business plans with reseller partners, with more focus on distribution managed and mid market partners. • Build and maintain strong relationships within the vendor and within the channel customer base. • Identify new partners and engage and enable accordingly to drive incremental sales. • Support, own and drive activity around campaigns and projects to target specific go to market messaging. • Regular and accurate forecasting of opportunities, providing intel for both short and long term deals. • Maximise margin opportunity by focusing on partners and targets where margin potential is greater. Maximising vendor programmes to ensure back end rebate targets and focus areas are met. • Identify sales scenarios and opportunities to develop business to meet and exceed targets. • Enable partners by providing regular sales training either face to face or via webinar and facilitating the delivery of technical training. • Gain a high level profile and trust within the partner base to ensure Arrow are brought in on larger projects. • Strong focus on distribution managed partners and work closely with the vendor to develop those accounts.

• Execute outbound prospecting campaigns targeting technology-focused organizations • Qualify inbound and outbound leads through structured discovery conversations • Communicate product and solution value clearly to non-technical and technical audiences • Engage decision-makers and influencers across multiple roles • Schedule high-quality meetings for Account Executives • Collaborate with sales and marketing teams on targeting and messaging • Maintain accurate and detailed CRM records