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Job Description:

Principal Accountabilities
Oversees the strategic and sales objectives for their teams; creates tactical solutions to meet/exceed objectives. Actively enhances team through recruiting hiring and creating personnel development plans. Identifies and nurtures high potential talent; plans succession for team and strategically partners with larger organization to build a talent pipeline for positions outside of immediate team. Monitors process progress and results. Sets the team direction and priorities; accountable for team performance.
Serve as the point person for sales team for strategy opportunities problem resolution and escalated issues. Drives large deals for their team; negotiates aggressively in the deal process. Keeps both excellence in customer service and company profitability in mind during decision making processes. Uses rigorous logic and methods to solve difficult problems with effective solutions.
Develops sales team to accurately enter & manage opportunities. Ensures information in the Opportunity Manager system is accurate and up-to-date. Reviews information consistently; actively manages opportunities. Measures performance against goals and evaluates results. Holds team accountable for the information in Opportunity Manager and provides course correction when necessary.
Educate partners how to register opportunities and transact business with Arrow & vendor. Serve as subject matter expert on Arrow and vendor tools and processes.
This job profile requires the assignment and participation in a sales compensation plan. A portion of OTE will be variable and tied to specific sales-related goals as set forth by Arrow.

Job Complexity
Coordinates and supervises the daily activities of business or technical support or production team
Sets priorities for the team to ensure task completion; coordinates work activities with other supervisors
Decisions are guided by policies procedures and business plan; receives guidance and oversight from manager
Typically does not spend more than 20% of time performing the work supervised
Accountable for the results of a large and/or moderately complex support or production operations team including subordinate work leaders
Applies acquired expertise to analyze and solve problems without clear precedent
Provides input on resource planning and policy development
Coaches team members on performance completes employee performance evaluations and recommends pay actions

Experience / Education
Typically requires 57 years of related experience with a 4 year degree; or 3 years and an advanced degree; or equivalent work experience.

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