Position:
ESG Strategic Account Director (m/w/d)

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.

Find more information about us on our page: arrow.com/globalecs/

And watching the following Arrow Corporate Video - YouTube

STRATEGIC ACCOUNT DIRECTOR (M/W/D)

As a Strategic Account Director (m/w/d) for DACH region, you will be responsible for managing and expanding relationships with existing clients, ensuring the adoption and integration of Symantec and Carbon Black products across their cybersecurity portfolios. Your role is critical in driving retention, upselling, and identifying new opportunities to enhance client security postures while delivering exceptional value.

• Act as the primary point of contact for key strategic clients, fostering deep relationships and trust to ensure long-term business growth.
• Proactively manage and grow existing accounts, identifying opportunities to expand the use of Symantec and Carbon Black solutions.
• Develop a thorough understanding of each client's business objectives, security needs, and technical challenges.
• Collaborate closely with clients to implement tailored cybersecurity strategies that leverage the full Symantec and Carbon Black portfolios.
• Ensure high levels of client satisfaction by consistently delivering value and providing proactive support throughout the client lifecycle.

• Drive the adoption of Symantec and Carbon Black solutions, ensuring clients fully realize the value of the cybersecurity products.
• Work with clients to identify gaps in their security architecture and propose solutions that align with their long-term business goals.
• Collaborate with technical teams to deliver solution demonstrations, workshops, and proof-of-concepts (POCs) to showcase the capabilities of Symantec and Carbon Black.
• Provide leadership during implementation and deployment phases, ensuring a seamless integration of solutions into the client's environment.

• Meet and exceed revenue retention and growth targets by identifying upsell and cross-sell opportunities within your assigned accounts.
• Lead the development and execution of strategic account plans, with a focus on driving portfolio expansion and securing renewals.
• Identify risks to account health and work proactively to mitigate client churn, securing long-term partnerships.
• Participate in quarterly business reviews (QBRs) with clients, providing insights on the performance of solutions and offering recommendations for optimization.

• Work closely with internal teams, including sales engineering, customer success, and technical support, to ensure client needs are met.
• Act as a client advocate within Arrow, providing feedback to product management and development teams to drive product improvements.
• Collaborate with marketing and sales leadership to develop targeted campaigns and initiatives that promote Symantec and Carbon Black products.

• Proven experience in account management, business development, or sales within the cybersecurity or technology sectors.
• Strong understanding of Symantec and Carbon Black solutions (or similar technologies) and their role in a comprehensive cybersecurity strategy.
• Excellent relationship-building skills with the ability to establish trust with senior stakeholders (CISOs, IT Directors, etc.).
• Demonstrated ability to achieve and exceed revenue retention and growth targets.
• Willingness to travel up to 60% of the time for client meetings and events
• Fluency in English and German

• Fluency in additional European languages.
• Experience with strategic sales initiatives and marketing collaborations.

• Strong leadership and management capabilities.
• Excellent communication, negotiation, and influencing skills.
• Ability to connect, enthuse, and mobilize teams.
• Deep understanding of vendor strategies and ability to evangelize vendor propositions.

• Competitive salary and performance-based bonuses.
• Comprehensive benefits package including health insurance, pension contributions, and paid time off.
• Opportunities for career advancement and professional development.
• A dynamic, inclusive work environment with a focus on innovation and collaboration.