Regional Account Manager Computer Associates H/F Arrow ECS

Position:

Job Description:

Key Responsibilities

Drive Net-New Growth

• Own the regional net-new pipeline target.
• Identify and develop new customer opportunities through partners and direct end-customer engagement.
• Build and execute territory plans to achieve pipeline and booking objectives.
• Drive adoption of EMEA sales plays and marketing initiatives.

Partner Development & Activation

• Develop strong relationships with strategic regional partners and end-customers.
• Build and execute joint account plans.
• Identify greenfield opportunities and expansion opportunities within partner account bases.
• Support partner enablement and pipeline creation activities.

Pipeline & Forecast Management

• Maintain a healthy pipeline with a minimum 3x pipeline coverage ratio.
• Ensure accurate forecasting within Salesforce.
• Conduct regular pipeline reviews with partners and internal stakeholders.
• Track progress against regional growth objectives.

Regional Sales Leadership

• Act as the single point of ownership for France.
• Coordinate activities across France.
• Drive consistency of execution and market coverage.
• Share best practices across countries and partner ecosystems.

Marketing & Go-To-Market Execution

• Work closely with the GTM Manager to execute regional campaigns and sales plays.
• Support local customer events, partner workshops and demand-generation activities.
• Convert campaign-generated interest into qualified opportunities through coordinated follow-up with the BDR function.

Ideal Candidate Profile

Experience

• 5+ years in enterprise software, infrastructure software, cybersecurity, cloud, automation, observability.
• Proven track record in net-new business development.
• Experience working with indirect sales channels and resellers.
• Experience managing multi-country territories is highly desirable.

Skills

• Strong partner management and business development capabilities.
• Ability to comfortably engage both technical and business decision makers at end-customers and channel partners.
• Excellent pipeline management and forecasting discipline.
• Strong presentation and account planning skills.
• Self-starter with high levels of ownership and accountability.

Personal Attributes

• Commercially driven hunter mindset.
• Results-oriented and highly proactive.
• Comfortable working across multiple countries and cultures.
• Able to translate strategy into execution.
• Strong collaboration skills with regional and EMEA teams.

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