VP Sales - Europe Head (Einfochips)

at  Arrow Electronics Inc

POSITION SUMMARY

This position is focused on growing the Engineering R&D (ER&D) / Product Engineering Services (PES) business in Europe, selling to Fortune500 customers within the defined territory.

• Head sales and establish einfochips business/brand in Europe.
• Entrepreneurial mindset is necessary.
• Leverage the strong presence of Arrow brand in Europe and collaborate with the local & global teams.
• Must come from Engineering services background.
• Should have handled Embedded, Semi and/or Digital Engineering Services areas.

Experience in selling Embedded, Digital, and Silicon Engineering service and structuring large value deals is essential.

The ideal candidate should have direct and first-hand experience of

• hunting for net new accounts
• nurturing C-Suite relationships
• crafting large value multi-year deals, and
• experience in building and managing a direct sales team.

Direct experience and a good understanding of the sales process as well as collaborating with a globally distributed engineering delivery organization and solutions team is also a critical requirement of this role.

ESSENTIAL SKILLS & EXPERIENCE

• 10-15+ years of overall sales experience selling Engineering Services
• Direct experience in selling ER&D / PES services - Digital Services, Application Development and Maintenance, Embedded, System Software and ASIC engineering services.
• Demonstrable track record of achieving sales quotas; past success of driving hyper growth aligned to 5-years-out organizational vision.
• Experience in building and managing a direct sales team.
• Able and willing to develop client base in new territory via aggressive prospecting.
• Strong track record of establishing and cultivating business relationships with C-Suite and VP engineering management (client’s side).
• Experience working with offshore services company, operating in the high-tech domain and being adept at working across the globe with engineering & marketing teams.
• Ability to carry out the first level of technical discussions with prospective customers.
• 30% travel in within Europe

EDUCATION BACKGROUND

• B.E./B.S./B.Tech in Engineering | MBA preferred

• Sell ER&D services in Europe
• Pro-active analysis of Digital Engineering and Embedded opportunities in the target business lines and identifying potential customers within the account base.
• Develop and present the eInfochips value propositions - in Embedded, Hardware, Software, IOT, Mobility, AI/ML. Analytics, Cloud Operations and ASIC engineering to the potential customers.
• Understanding of Customer digital transformation and industry technology trends
• Hunt/prospect net new large enterprise customers across Europe. Leverage Arrow’s executive relationships with large customers.
• Existing relationships as well as the ability to engage and develop meaningful relationships within the C-suite and SVP / VPs is critical to this role.
• Leverage existing relationships while collaborating with other divisions within Arrow Electronics to provide comprehensive solutions to the customer base.
• Individual must have a solution mindset - addressing customers’ pain-points while structuring large value / multi-year engagements.
• Achieve monthly, quarterly and annual sales targets.
• Achieve prospecting and other sales process goals designed to build an optimal sales pipeline.
• Collaborate with local & global Sales team to drive business with the Captive centers of defined customers