Senior Sales Manager, Northern Europe

Job Overview:

The role is to proactively grow the funnel of potential emerging customers in Northern Europe, develop the activities, strategy and relationships driving Arm adoption and customer success, together with managing existing focus accounts.

Developing professional long-term relationships with executive management and technical and marketing personnel at the customer, you will build and reliably drive innovative account strategies. You will also develop and communicate strategic account plans internally. The ability to listen, build trust, and pursue innovative ideas that will best serve each emerging customer, while finding ways for Arm to add more value to serve their interests.

With clear goals and objectives, you will be working as part of the EMEAI Sales team, based in the UK, either from one of Arm’s UK offices or from a home office.

It is fundamental to work flexibly with Arm’s Business Units, Licensing, Finance, and Legal teams. You must understand customer requirements and keep up with the company’s business models for IP licensing and silicon sales.

Roles and responsibilities:

• Proactively work to find new potential customers, develop and manage the customer journey from initial contact through to building a long-term relationship with Arm.
• Take ownership for each customer’s full experience with Arm, ensure that every contact point (Sales, FAEs, Business Units, Licensing, etc.) is implemented with outstanding attention that will win the customer’s trust and business.
• Expand and use the network inside the customers. Identify and develop key relationships. Gain insight into the customer’s alternative options. Understand opportunities, decision-making processes, and key players. Maintain a clear grasp of the business landscape, trends, and other factors affecting the customer.
• Identify customer go-to-market strategies, target markets and develop business opportunities while growing Arm’s position and core business.
• Formulate targeted client engagement plans and communicate them effectively to all internal customers across multiple groups, including senior executives.
• Deliver against quarterly and annual sales targets for bookings and design wins.
• Flexibility and ability to develop self-directed activity, coordinate a broad and collaborative teamwork with the customer and inside Arm.
• Reporting to the Regional Sales Director, Europe

Required Qualifications, Skills and Experience:

• Degree or equivalent experience in a STEM and / or business field is an advantage.
• Validated sales track record in sophisticated, high value solution selling within a fast-growing business of scale in the semiconductor and / or high-tech industries.
• Ability to work effectively in a cross-divisional and multinational environment.
• A team worker able to optimise all resources, technical, commercial, marketing to achieve the best outcome for the customer and Arm.
• Confident communicator and presenter with strong relationship building and interpersonal skills.
• Strong commercial understanding with outstanding sales and negotiation skills.
• Confident self-starter that instinctively knows where to spend their time to maximise business.
• Being able to act strategically with customers whilst retaining the dynamism to manage multiple opportunities concurrently.
• Ability to map a target organisation’s influencers, develop tailored value propositions and persistently deliver the right messages to the right person at the right time.