Business Development Manager EMEA (m/w/d)

As Business Development Manager for Microsoft Embedded / IoT, you drive profitable growth by acquiring new logos and growing existing customers across the EMEA region. You will manage partner relationships, enable sales through programs and training, and coordinate with vendors to align on go-to-market plans. You act as a trusted advisor to unlock joint opportunities and accelerate adoption of embedded/IoT solutions. This role offers cross-functional collaboration and impact on strategic partnerships and revenue.

• base salary + variable compensation
• extra benefits
• reliable and trusting work environment
• cooperative team with flat structures
• professional and personal development
• equal opportunity employer

• Identify and develop high-potential reseller/partner accounts for Microsoft Embedded/IoT
• Foster strong relationships with Microsoft and channel partners to enable joint execution and pipeline growth
• Identify and enable new partners with tools, knowledge, and programs to unlock sales potential
• Drive campaigns and partner projects targeting go-to-market messaging and faster adoption
• Provide accurate opportunity forecasting and market intelligence for short- and long-term planning
• Maximize margins by selecting the right partners and leveraging vendor programs
• Qualify dedicated-use case opportunities with internal stakeholders and close sales scenarios
• Deliver regular sales training and access to technical enablement for partners
• Build trust and visibility to secure Arrow involvement in large projects and strategic opportunities

• Experience in a similar software/hardware solutions sales role in IT channel or end-user sales
• Strong understanding of embedded/IoT ecosystem and ability to engage commercial and technical stakeholders
• Fluency in English; German – native/advanced
• Strong communication and negotiation skills
• Ability to develop strategic business relationships
• Self-motivated with proactive time/opportunity management
• Willingness to travel across EMEA
• Ability to learn product benefits and solution sales concepts with alliance vendors
• Problem solving and ability to follow through to completion

• communication
• negotiation
• relationship building
• embedded/IoT ecosystem knowledge
• sales enablement and partner training
• go-to-market campaigns