IBM Focus Sales (m/w/d)

In this role you drive growth for the IBM portfolio by supporting sales, engaging partners, and guiding licensing and product positioning. You collaborate with sales, marketing, and presales to maximize performance and ensure accurate CRM and forecasting data. You act as the IBM product SME, handling inquiries and communicating updates. The position sits at the intersection of sales support, partner enablement, and operations within Arrow ECS, offering a collaborative, outcome-driven environment.

• Flexible working hours
• Hybrid working model / Home Office options
• 30 days of annual leave
• Capital-forming benefits
• Employer contribution to company pension plan
• Subsidized corporate fitness program (Wellpass)

• Build and maintain expert knowledge of the IBM portfolio
• Serve as internal POC for IBM product questions
• Inform stakeholders about product updates, licensing changes, and promotions
• Identify opportunities with sales and develop customer proposals
• Assist with quotations, pricing requests, and licensing guidance
• Resolve commercial issues with vendors and partners
• Develop strong relationships with reseller partners and support onboarding/training
• Promote IBM campaigns, incentives, and strategic initiatives
• Manage vendor promotions, incentive schemes, and rebate programs
• Support forecasting, pipeline management, and business planning
• Ensure CRM data and partner records are accurate
• Support marketing campaigns and events
• Assist with webinar delivery and partner communications
• Identify demand generation and pipeline growth opportunities

• Experience in IT distribution, vendor management, or product management
• Strong organisational, communication, and stakeholder management skills
• Excellent attention to detail and accuracy
• Ability to manage multiple priorities in a fast-paced environment
• Good understanding of enterprise software and infrastructure technologies
• Desirable: IBM product knowledge
• Desirable: experience with software licensing models
• Desirable: experience in channel sales support or partner ecosystems

• organizational skills
• communication skills
• stakeholder management
• IBM product knowledge
• software licensing models
• enterprise software and infrastructure technologies