Job Description

The Arrow Sales Engineering Manager(SEM) is a technical leader for the IBM 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, the IBM Sales Manager(s). 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 the Practice 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, partners and sellers.
Player/Coach for IBM solution demonstrations and proof of concepts in the Arrow Solutions Lab.
The SEM acts as an escalation point for their team. 
Present and demonstrate Arrow solutions to perspective 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 IBM 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 Practice area suppliers.
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 vacation 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 Are We Looking For?

Must possess and demonstrate leadership experience in previous roles. 
Industry knowledge of IBM Cloud Pak (Data, Integration, Security, Watson AI Ops, etc.) solutions and modern datacenter.
Understanding of Data Intelligence and Dev/Ops technologies is a plus… IBM Big Data Analytics and Watson and AI Ops, RedHat Openshift and Ansible, Splunk, Kubernetes, Harness IO, etc. 
Understanding of Cloud Technologies is a plus, especially around IBM Cloud, 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 telephone, web presentations and in person. 
Must have experience utilizing Microsoft Office Products, SalesForce, GoTo Webinar and other presentation tools.
25-50% Travel

Experience / Education

Typically requires a minimum of 8 years of related experience with a 4 year degree; or 6 years and an advanced degree; or equivalent experience.