Channel Development
Recruit, onboard and develop new IBM-focused channel partners and resellers.
Build trusted relationships with key-decision makers, partners and stakeholders.
Create and execute partner business plans to drive growth and ensure market expansion.
Support partners in developing IBM competencies, certifications, and go-to-market capabilities.
Drive partner engagement with IBM programs, incentives, and strategic initiatives.
Vendor Management
Develop and maintain strong executive-level relationships within IBM.
Lead regular business reviews with IBM and internal stakeholders.
Manage vendor funding programs, MDF investments, and incentive initiatives.
Ensure alignment between IBM strategic priorities and Arrow growth objectives.
Sales Enablement
Deliver business development workshops, training sessions, and sales enablement activities.
Drive partner participation in IBM certification and accreditation programs.
Support joint marketing campaigns, demand generation activities and partner events.
Work closely with internal sales teams to increase IBM portfolio awareness and cross-selling opportunities.
Forecasting & Reporting
Maintain accurate sales forecasts and pipeline reporting.
Monitor business performance and identify growth opportunities.
Analyze market trends, competitor activities, and customer demand.
Provide regular business updates and recommendations to management.
What are we looking for
Essential
5+ years’ experience of channel sales or business development, vendor, or partner management.
Experience working with IBM solutions or a leading enterprise technology vendor.
Strong understanding of indirect sales models and distribution ecosystems.
Proven track record of achieving revenue and profitability targets.
Excellent relationship-building, presentation, and negotiation skills.
Strong commercial acumen and analytical mindset.
Desirable
Experience working within a technology distributor, vendor, or channel-focused organization.
Knowledge of IBM Software, Automation, Data & AI, Security, Infrastructure, and Hybrid Cloud solutions.
Understanding of IBM Partner Plus programs and partner ecosystem strategies.
Experience managing MDF budgets and partner incentive programs.
What is in it for You?
Permanent contract after probation period
Flexible working hours
Hybrid working model / Home Office options
Company car
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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Location
CZ-Prague, Czechia (Hvezdova)
Time Type
Full time
Job Category
Sales
