Position:
Business Development Manager
Job Description:
Business Development Manager – Veeam Software
ABOUT THE ROLE
We are looking for an experienced Business Development Manager to join our Enterprise Computing Solutions (ECS) team and drive the growth of our Veeam Software business in Poland.
You will collaborate closely with Veeam, key channel partners, system integrators, and MSP/CSP partners, as well as internal Arrow stakeholders, to expand market presence, increase sales, and deliver strategic value in the dynamic and fast‑evolving data protection, backup & recovery and cyber‑resilience market.
As part of a highly skilled and established business team, you will focus on strategic planning, partner development, QBR/iQBR leadership, demand generation, and execution of joint business plans that support long-term success and sustained growth of the Veeam portfolio within Arrow ECS.
WHAT WILL YOU DO
Business Development & Market Expansion
- Develop and implement a strategic business development plan to grow Veeam sales and expand market share in Poland.
- Define critical markets, new customer segments, and emerging opportunities aligned with Veeam’s roadmap (Veeam Data Platform, Backup & Replication, Veeam ONE, Microsoft 365 backup, cloud workloads, immutability and ransomware resilience).
- Expand and refine the product offering to meet evolving market and customer needs.
Vendor & Partner Relationship Management
- Build and maintain strong relationships with Veeam teams, key partners, and internal stakeholders.
- Drive partner recruitment, onboarding, enablement, and pipeline acceleration.
- Lead Quarterly Business Reviews (QBRs) with Veeam and major partners; prepare strategic planning inputs and performance evaluations.
Sales Enablement & Deal Support
- Prepare and deliver presentations, product briefings, demos, and roadmap updates for customers and partners.
- Support opportunity qualification, competitive positioning, deal shaping and pricing negotiations in collaboration with Veeam.
- Promote Arrow’s value-added, supply chain and lifecycle capabilities to differentiate in the market.
Marketing, MDF & Demand Generation
- Manage and execute MDF-funded marketing activities supporting pipeline generation and partner engagement.
- Coordinate and participate in webcasts, workshops, conferences, and industry events.
- Monitor market trends, customer requirements and competitor strategies to identify new growth vectors.
Operations, Forecasting & Process Excellence
- Prepare and deliver internal quarterly business reviews (iQBR) including pipeline analysis, KPIs, risks/opportunities and execution plans.
- Ensure accurate forecasting and opportunity management in Salesforce.com, Oracle and internal Arrow tools.
- Support supply chain and availability planning where relevant.
WHO YOU ARE
Experience & Education
- Minimum 8 years of related experience with a bachelor's degree, OR
- Minimum 6 years of related experience with a master’s degree, OR
- Equivalent relevant experience.
- Experience working in the IT industry is required (distribution, vendors, enterprise software, cloud, security, infrastructure).
Skills & Knowledge
- Strong background in IT business development, ideally within data protection, backup & recovery, cyber‑resilience, cloud or enterprise infrastructure.
- Experience working with vendors and partners in IT distribution; prior experience with Veeam Software is a strong advantage.
- Additional asset: knowledge of the backup software market (Veeam, Commvault, Rubrik, Cohesity, Veritas) and the security software market at a commercial/sales level.
- Excellent relationship-building, communication, presentation and negotiation skills.
- Strong analytical skills and business acumen.
- Proficiency in PowerPoint, Excel and Word (Power BI is an advantage).
- Experience with Salesforce.com, Oracle, or other CRM/ERP systems.
- Fluency in Polish and English at a minimum B2 level, required for daily cooperation with Veeam and Arrow international teams.
WHAT WE OFFER
- Competitive salary with performance-based bonus structure.
- Company car after the 3-month probation period.
- Hybrid work model with flexible working hours.
- Private medical care (Medicover) and access to MyBenefit (including Multisport).
- Career development and advancement opportunities within a global organization.
- Direct cooperation with Veeam Software and access to training, certifications and industry events.
- Open-minded, collaborative and international work culture.
WHO WE ARE
Arrow Enterprise Computing Solutions (ECS), a part of Arrow Electronics, brings innovative IT solutions to market to solve complex business challenges. We deliver value-added distribution, business consulting and channel enablement services to leading technology manufacturers and their channel partners. We help businesses grow faster, operate efficiently and transform in a dynamic market.
Submit your CV in English.
Arrow is an equal opportunity employer and is committed to create a diverse working environment by providing equal employment opportunity for all qualified persons.
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Location:
PL-Warsaw, Poland (Krakowiaków)
Time Type:
Full time
Job Category:
Sales