IBM Focus Sales (m/w/d)

Arrow Electronics · Munich

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Position:

Job Description:

Arrow’s Enterprise Computing Solutions (ECS) business is a global technology enablement company that brings innovative IT solutions to the market to solve complex business challenges. We deliver value-added distribution, business consulting, and channel enablement services to the world’s leading technology manufacturers and their channel partners that serve commercial and government markets. 

About the role

The IBM Focus Sales is responsible for driving the growth and management of the IBM portfolio through sales support, partner engagement, quoting assistance, product positioning, and operational execution. The role serves as the subject matter expert for assigned IBM technologies and works closely with sales, marketing, and presales teams to maximize business performance.

What you will be doing at Arrow

Product Expertise

• Develop and maintain expert knowledge of the IBM portfolio.

• Act as the internal point of contact for product-related enquiries.

• Keep stakeholders informed of product updates, licensing changes, and promotions.

Sales Support

• Partner with the sales team in identifying opportunities and developing customer proposals.

• Assist with quotations, pricing requests, and licensing guidance.

• Work with vendors and partners to resolve commercial issues.

Partner Engagement

• Build and maintain strong relationships with reseller partners.

• Support partner onboarding, training and enablement activities.

• Promote IBM campaigns, incentives, and strategic initiatives.

Business Operations

• Manage vendor promotions, incentive schemes, and rebate programs.

• Support forecasting, pipeline management, and business planing activities.

• Ensure CRM data and partner records remain accurate.

Marketing Support

• Support marketing campaigns and events.

• Assist with webinar delivery and partner communications.

• Identify opportunities for demand generation and pipeline growth activities.

Required Skills & Experience

Essential

• Experience in IT distribution, vendor management, or product management.

• Strong organisational and communication and stakeholder management skills.

• Excellent attention to detail and a high level of accuracy.

• Ability to manage multiple priorities and meet deadlines in a fast-paced environment.

• Good understanding of enterprise software and infrastructure technologies.

Desirable

• IBM product knowledge.

• Experience with software licensing models.

• Previous experience in channel sales support or partner ecosystems..

What is in it for You? 

• Flexible working hours

• Hybrid working model / Home Office options

• Capital-forming benefits

• Employer contribution to company pension plan

• 30 days of annual leave

• Subsidized corporate fitness program (Wellpass)

• Bike leasing program

• Employee discount and benefit programs

• Occupational health services

• Open and collaborative company culture

• Modern and dynamic work environment

• Secure and trusting employment relationship

• Supportive team with flat hierarchies and short communication channels

• Attractive performance-based compensation package (base salary plus bonus)

Interested?

If you are interested in joining the Arrow ECS team, we look forward to receiving your application, including your salary expectations and earliest possible start date.

We offer a responsible and exciting role within a collaborative environment, providing numerous opportunities for both professional and personal development.

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

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