Cloud Division Business Director

Key Areas of Responsibility
 

Strategic Execution and Market Positioning:

• Define and implement the cloud strategy for the division, in alignment with Arrow's priorities and its vendors.

• Identify growth drivers within the offerings available from the relevant vendors.

• Expand Arrow France's market share for the brands under the director's responsibility, ensuring the brands' visibility in the market as well as internally (maintaining close relationships with coverage field teams, SAM & TAM).

• Enhance our activities by exploring new markets and partnerships (ISVs, P2P, white-label managed services, cross-selling with Cloudhealth, etc.).

• Build an AI practice within the division to anticipate and support the transformation of usage (short-term: support for creating agents in MSFT or AWS, as well as in ARS and the customer portal).
 

Business Growth and Client/Vendor Engagement:

• Achieve growth objectives: identify potential growth areas (offerings, segments, etc.) in revenue and margin, ensure client & prospect meetings, enrich & market the value proposition.

• Manage commercial development plans, marketing plans, and co-investment programs (e.g., Surestep MSFT, SBAI AWS, funded heads, etc.).

• Manage vendor relationships with all vendors in the division's catalog (annual plans, follow-up calls, knowledge of sales practices, vendor programs, QBR management, etc.).

• Manage client relationships with strategic partners.
 

Leadership and Organizational Development:

• Manage and develop a multidisciplinary team across commercial, marketing, technical, and operational functions.

• Ensure customer satisfaction.

• Regularly align the team structure with vendors' strategic objectives.

• Strengthen team skills and cohesion to support growth and ensure operational excellence (implementation of intermediate management: AWS team leader, MSFT sales manager).
 

Operational and Financial Management:

• Ensure the division's profitability and margin improvement (RGP and NGP margin management, follow-up on back margins, quarterly budget management, monitoring marketing plans & budgets).

• Deliver commitments and manage internal & external performance indicators.

• Optimize internal processes to improve activity monitoring accuracy.

• Actively participate in the annual Cloud budget preparation for the division and its associated teams.
 

Manage the Relationship with Arrowsphere:

• Understand the challenges, positioning of the offering, and its evolution.

• Train on the Arrowsphere platform.

• Integrate new concepts and ensure their adoption by all relevant teams (division and cross-functional teams).

• Regularly train commercial teams on the platform's functionality.
 

Manage the Relationship with Arrow EMEA:

• Maintain regular contact with our Cloud EMEA counterparts (QBR, margin, coordination, program progress, etc.).

• Participate in certain EMEA initiatives.

• Leverage EMEA resources for client and prospect interventions.

• Manage relationships on managed Cloud services or services related to Cloud.
 

Reporting Structure:

• Direct hierarchical reporting to the Country Manager France.

• Functional reporting to the Cloud EMEA Manager.

• Collaboration with EMEA managers on managed services.
 

Skills:

• Proficiency in English.

• Strong command of Microsoft Office tools.

• Solid knowledge of Cloud technologies.

• Curiosity about new technologies related to Cloud (AI, etc.).

• Understanding of hyperscalers.
 

Tools:

• Must train on Arrowsphere.

• Must train on Salesforce.

Benefits:

• Full-time permanent contract + company car + mobile phone + IT equipment.

• Social benefits: health insurance, RTT

• Excellent work environment within a team of passionate colleagues.

• Work culture where you can make an impact.

• Work within an internationally recognized organization in IT sector.

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