Business Development Manager - Citrix

Arrow Electronics, Inc.


Harrogate, United Kingdom


Position summary

Business Development Manager - Citrix

Job Description:

Job title: Business Development Manager

Location: Remote in UK; Harrogate or Newmarket areas are preferred

Reporting to: Business Sector Manager

Division: Enterprise Computing Solutions

Vendor: Citrix


Arrow Enterprise Computing Solutions (ECS), a part of Arrow Electronics, brings innovative IT solutions to market to solve complex business challenges. We deliver value-added distribution, business consulting and channel enablement services to leading technology manufacturers and their channel partners. We help businesses grow faster, operate efficiently and transform in a dynamic market.

Find more information about us on our page: Home | Arrow ECS UK

Learn more about Arrow - Welcome to Arrow - Five Years Out - YouTube


You will be working in the vendor alliances team for Citrix. Your role will look to optimize the sales of Arrow aligned partners, increase our market share with the vendor by recruiting existing non-aligned and net-new partners.

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 customer 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 purposes.

What will you be doing at Arrow Enterprise Solutions?

  • You will be 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.

  • You will with 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.

  • You will 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.

What are we looking for?

  • You have experience in business development or field sales in a similar position. Software solutions or IT channel sales is desired

  • A full driving license and readiness to travel

  • Fluency in English

  • Good communication and negotiation skills

  • Ability to build and develop strategic business relationships

  • Self-motivated with a hardworking and proactive approach

  • Effective communication with people at all levels

  • Natural propensity to adopt a structured approach i.e. managing time in the office and on the road, determining who key decision makers are and the dynamics of the sales of complex projects.

  • Ability to learn product benefits and solution sales concepts including working with alliance vendors.

  • Problem solving and capacity to follow through on a task to conclusion.

What is in it for you?

  • Attractive employee compensation package - salary consists of base and variable compensation

  • Extra benefits: life insurance, medical insurance and pension scheme

  • Annual leave of 25 days

  • Reliable & trusting work environment

  • Cooperative team with flat structures and communication

  • Professional and personal development

Hours of Work

The company's standard hours of work are 9.00am - 5.30 pm with one hour for lunch, however due to the nature of this role flexibility will be required in order to meet the needs of the role. In addition, this role is externally facing and therefore there will be the expectation that you will be required to travel upwards of 50% of the time.

Arrow is an equal opportunity employer and is committed to create a diverse working environment by providing equal employment opportunity for all qualified persons.

Do you see yourself as our future colleague? If yes - send us your application.



UK-Newmarket, United Kingdom (Fordham Rd) 37.5 Hrs

Time Type:
Full time

Job Category:

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What are Arrow Electronics, Inc. perks and benefits

Backup child care

Elder care

Child care subsidies

Paid paternity

Paid maternity

Short term disability

About the company

Industry: Electronics: Wholesaler

Developing technology solutions that improve business and daily life, Arrow Guides innovations forward for the worlds leading technology manufactures and service providers.

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