Sales Engineering Manager - Citrix

Position:Sales Engineering Manager - Citrix
Job Description:

The Arrow ECS Sales Engineering Manager(SEM) is a technical leader for the Citrix business within our Modern Infrastructure practice. The Sales Engineers within the practice will report directly to the SEM and the SEM reports directly to a Sales Engineering Director. The SEM will have dotted line responsibility to, and tight alignment with, Sales and Supplier Management. The SEM will have leadership responsibility for the Sales Engineers within the practice and will also have direct customer interaction as the technical leader for the practice. The SEM will act as a resource for Sales Manager(s) in the case where they have a specific set of accounts or territory assigned.

The Sales Engineering Manager (SEM) is responsible for recruiting, leading, coaching and mentoring the team. This team of sales engineers provides technical expertise through sales calls, presentations, solution design, product and proof of concept demonstrations, solution consultation, architecture review, and enablement of Arrow partners. The SEM possesses a background that includes a history of technical and business acumen, as well as experience in working with and guiding pre-sales teams forward.  The SEM is expected to manage the team’s activity, conduct one-on-one meetings with their direct reports, and partner with sales and technical counterparts, both internal and external, to attain their respective go to market strategies and revenue/margin goals.

What You'll Be Doing

• Recruit and hire new Sales Engineers into the Practice.
• Training, developing and mentoring her/his direct reports to most effectively drive and service Arrow ECS suppliers/vendors, partners and sellers.  
• The SEM acts as an escalation point for their team. 
• Present and demonstrate Arrow solutions to prospective customers based on requirements to both technical and non-technical audiences such as suppliers, partners, and Arrow sales and marketing teams. 
• Act as an integral member to the Arrow sales teams by contributing to the formulation of Arrow strategies and technical approaches, including pre-sales planning and marketing campaigns. 
• Collaborate with the aligned sales leadership to ensure the teams are working together to achieve their assigned goals.
• Must coordinate with business leaders to hit KPI goals and optimize rebates and revenue 
• Track and manage strategic programs to drive revenue/margin and increase partner success. 
• The SEM will also spend time shadowing members of their team and use that to provide feedback and coaching.
• Assist Arrow Sales team in ensuring Partner SE’s are trained and can support Citrix solutions.
• Foster channel partner relationships with an emphasis on technical teams.
• Provide technical leadership in partner interactions to include sharing Practice area trends and best practices being employed by other partners to actively be part of the selling process—have a unique value with the partners in your practice area.
• Act as a floating SE and fill in for existing team members if there is a resource conflict or coverage challenge.
• Work independently as well as within a team with limited direction in a fast ‐ paced environment; must be a high energy, motivated, self‐starter and be able to learn and adapt to new technologies quickly. 
• Drive constant improvement within your team which are tracked weekly, monthly, quarterly as well as year-over-year.  
• Direct account engagement and partner relationships are a critical part of this role

What We Are Looking For

• Must possess and demonstrate SE leadership experience in previous roles. 
• Industry experience with Citrix solutions, partner programs and certifications
• Industry knowledge of infrastructure solutions…Microsoft Azure, Dell, Commvault, Hitachi, HPE, Palo Alto, Aruba, etc…
• Understanding of artificial intelligence(AI) is a plus 
• Understanding of Cloud Technologies, especially around Microsoft Azure, Amazon Web Services, Google Cloud Platform, etc. 
• Excellent verbal and written communication skills are a must. You will be presenting to groups of partners, suppliers, sales teams, as well as direct reports via collaboration applications and in person. 
• Must have experience utilizing Microsoft Office Products, SalesForce, and other presentation tools.
• Up to 25% Travel
• “Whatever it takes” attitude and motivation to do whatever necessary to assist in closing a deal

#LI-EK1

Work Arrangement

Fully Remote: Must be able to travel to an Arrow office as requested by Arrow leadership.

What's In It For You

At Arrow, we recognize that financial rewards and great benefits are important aspects of an ideal job. That's why we offer competitive financial compensation, including various compensation plans and a solid benefits package.

• Medical, Dental, Vision Insurance
• 401k, With Matching Contributions
• Short-Term/Long-Term Disability Insurance
• Health Savings Account (HSA)/Health Reimbursement Account (HRA) Options
• Paid Time Off (including sick, holiday, vacation, etc.)
• Tuition Reimbursement
• Growth Opportunities
• And more!

Annual Hiring Range/Hourly Rate:$126,300.00 - $200,200.00

Actual compensation offer to candidate may vary from posted hiring range based upon geographic location, work experience, education, and/or skill level. The pay ratio between base pay and target incentive (if applicable) will be finalized at offer. 

Location:US-OH-Ohio (Remote Employees)

 

Remote work employees may be required to be present at the closest designated Arrow office for work-related purposes, at the Company’s request and sole discretion.
Time Type:Full time
Job Category:Sales

EEO Statement:

Arrow is an equal opportunity employer. All applicants will be considered for employment without attention to race, color, religion, gender, age, sexual orientation, gender identity, national origin, veteran or disability status. (Arrow EEO/AAP policy)

We anticipate this requisition will be open for a minimum of five days, though it may be open for a longer period of time. We encourage your prompt application.

In any materials you submit, you may redact or remove age-identifying information such as age, date of birth, or dates of school attendance or graduation. You will not be penalized for redacting or removing this information.

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