• Develop and execute effective sales strategies to drive revenue growth and meet or exceed targets • Recruit, onboard, and mentor a high-performing sales team while fostering a collaborative, supportive, and winning culture • Inspire and motivate your direct reports through coaching, hands on support, and ongoing feedback • Actively participate in opportunity management, leveraging effective MEDDPICC sales methodology, and helping representatives navigate complex opportunities • Build and maintain strong relationships with prospects and active partners • Collaborate cross-functionally with marketing, customer success, product, presales engineering, technical account management, and operations to improve sales efficiency and accelerate growth • Continuously refine the sales process to increase effectiveness, shorten cycles, and support scalable growth • Stay informed on industry trends, FinOps best practices, and emerging technologies to guide team development. • Track and analyze sales performance, pipeline health, and key performance indicators, taking corrective action when needed • Ensure all clients’ details and related pipeline and sales cycle related information is timely and properly documented and managed in CRM (Salesforce) • Ensure proper sales quotas distribution and compensation plan communication to your direct reports • Create and foster a collaborative working environment to enable creativity and success within your team, with your peers and your direct manager

• Define critical markets and new customers in the assigned sales territory, plan strategy and develop all key relationships to ensure strong foundation for solution selling. • Maintain and promote relationships with customer contacts who may be determining design opportunities and deal with existing business challenges. • Ensure customer satisfaction as it pertains to supply chain management and other value added services. • Requires experience interacting with vendors and customers in a technical and engineering environment. • Extensive understanding of pricing programs and models within the electronics industry. • Must be able to prepare comprehensive internal quarterly business reviews (iQBR), presenting strategic plans and implementation steps to grow sales, demand creation and improve customer service. • Ability to lead regular QBRs with major customers that unlock additional sales opportunities. • Experience creating demand for Arrow products and services. • Ability to work with engineers and designers to specify, select and resolve electronic board designs with Arrow franchised suppliers. • Must be able to promote and sell the value add, supply chain, and full life cycle programs offered by Arrow. • Requires proficiency in sales tracking systems, SalesForce.com, Oracle Establish and build relationships with key suppliers.

• Act as the primary point of contact for key strategic clients, fostering deep relationships and trust to ensure long-term business growth. • Proactively manage and grow existing accounts, identifying opportunities to expand the use of Citrix solutions. • Develop a thorough understanding of each client’s business objectives, needs, and technical challenges. • Collaborate closely with partners and clients to implement tailored strategies that leverage the full Citrix portfolio. • Ensure high levels of client satisfaction by consistently delivering value and providing proactive support throughout the client lifecycle. • Drive the adoption of Citrix solutions, ensuring clients fully realize the value of the products. • Work with clients to identify gaps in their IT capabilities and propose solutions that align with their long-term business goals. • Collaborate with technical teams and partners to deliver solution demonstrations, workshops, and proof-of-concepts (POCs) to showcase the capabilities Citrix solutions. • Provide leadership during implementation and deployment phases, ensuring a seamless integration of solutions into the client’s environment. • Meet and exceed new logo revenue, retention and growth sales targets by qualifying/converting leads, identifying upsell and cross-sell opportunities within your assigned accounts. • Conduct regular pipeline and activity reviews to assess opportunity progression, forecast accuracy, and overall performance for new‑logo accounts. • Lead the development and execution of strategic account plans, with a focus on driving portfolio expansion and securing renewals. • Identify risks to account health and work proactively to mitigate client churn, securing long-term partnerships. • Participate in quarterly business reviews (QBRs) with clients, providing insights on the performance of solutions and offering recommendations for optimization. • Work closely with internal teams, including sales engineering, customer success, and technical support, to ensure client needs are met. • Act as a client advocate within Arrow and Citrix, providing feedback to product management and development teams to drive product improvements. • Collaborate with marketing and sales leadership to develop targeted campaigns and initiatives that promote Citrix solutions.

• Own and develop your sales territory — identify, target, and win new customers through proactive outreach, relationship building, and solution-based selling • Define critical markets and build a strong pipeline; develop and execute strategic plans to drive revenue growth and demand creation • Lead the full sales cycle from prospecting to close, engaging stakeholders across technical, commercial, and executive functions • Collaborate with sales, marketing, product, and partnerships teams to deliver tailored SaaS and data-centric solutions that address customer challenges • Prepare and deliver compelling QBRs and proposals to customers and senior stakeholders, both remotely and on-site • Monitor market trends and competitor activities to uncover new opportunities across your region • Maintain accurate pipeline and activity tracking in Salesforce to prioritize efforts and forecast reliably