Arrow ECS United KingdomGigamon Business Development Manager
Jan. 2015 - Dec. 2016Nottingham, United KingdomArrow is a global supply channel partner to over 100,000 original equipment manufacturers, contract manufacturers, and commercial customers, in sectors ranging from aerospace to automotive, telecommunications to transportation. As Business Development Manager my role involves:
- Solely responsible for the Gigamon and Netscout business for Arrow ECS covering the UK and Ireland.
- Supporting the internal sales teams in their named partner accounts by providing them with the necessary training, including product knowledge, programs, pricing and roadmap information.
- Understand each partner account plan and how it relates to the sales of the Gigamon solution, and attend regular meetings within the partners.
- Identification and recruitment of new partners into the Gigamon partner program, assisting partners from initial contact through to enabling them to drive their Gigamon business.
- Created a business plan for 2015 and 2016 using SMARTER Goal setting to maximise revenue and non-revenue opportunities.
- Working regularly with the marketing teams to carry out an ongoing and effective marketing plan.
- Create tailored Gigamon solutions for partners using all available resources including Gigamon pre-sales engineers and account directors.
- Produce a weekly and quarterly forecast for all vendor opportunities, within a tolerance of +/- 8%.
- Responsible for query escalations and working with the vendors and the sales team to find a resolution.
- Daily administration including quoting, processing sales orders, returns and account credit issues.
- Management of my own diary and travelling to meet with new and existing customers.
- Maintaining my own vendor knowledge and ensure all sales and technical accreditations are kept up to date.
- Consistent overachievement of set quarterly margin targets, regularly achieving between 100 % and 120%., with year on year revenue growth of 16%.