Business Development Representative generating new business opportunities through proactive outreach and lead qualification for ShippyPro in the Italian & European market.
About the role
- Business Development Manager for Veeam Software focusing on strategic planning and market expansion in Poland. Collaborating with key partners to drive sales and growth in IT solutions.
Responsibilities
- 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.
- 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.
- 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.
- 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.
- 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.
Requirements
- 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).
- 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.
Benefits
- 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.
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