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Role Description

The Director, Services Sales – North America is a senior leadership role within Arrow’s North American Sales organization, focused on driving revenue growth and margin expansion across Arrow’s services portfolio. This role is responsible for developing and executing strategies to scale Professional Services, Managed Services, and other value-added offerings through both partner and supplier channels.

• Own and deliver quarterly and annual services revenue and gross profit targets.
• Increase attach rates of services to hardware, software, cloud, and AI transactions.
• Expand services penetration across National, Strategic, Regional, and Mid-Market accounts.
• Drive predictable services pipeline creation and conversion.
• Partner with field sales leaders to embed services into all major GTM motions.
• Develop joint services growth plans with key supplier partners.
• Position Arrow services as a competitive differentiator within the channel.
• Ensure services are integrated into Hybrid Cloud, AI, and Security solution plays.
• Equip AEs and sales leaders with repeatable services sales plays.
• Coach sellers on discovery, positioning, and closing of services-led engagements.
• Develop and deploy scalable services messaging and value propositions aligned to partner outcomes.
• Build field confidence in leading with services early in the sales cycle.
• Align closely with Professional Services, Managed Services, Capital Solutions, and ArrowSphere leadership.
• Improve time-to-quote, pricing consistency, and delivery confidence.
• Escalate systemic barriers that impact services velocity or customer experience.
• Establish clear services KPIs by segment and region.
• Maintain weekly visibility into services pipeline health, attach rate, and win/loss analysis.
• Identify underperforming segments and execute corrective action plans.

Qualifications

• 10+ years of IT services sales experience required (Professional Services, Managed Services, or solution-led services business).
• Demonstrated success selling services through a channel or distribution model required.
• Proven track record of delivering quota and margin targets.
• Experience driving services attachment to technology transactions.
• Strong executive presence and field credibility.
• Experience leading in fast-moving, evolving environments.

Requirements

• Fully Remote: Must be able to travel to an Arrow office location as requested by Arrow leadership.

Benefits

• Medical, Dental, Vision Insurance
• 401k, With Matching Contributions
• Short-Term/Long-Term Disability Insurance
• Health Savings Account (HSA)/Health Reimbursement Account (HRA) Options
• Paid Time Off (including sick, holiday, vacation, etc.)
• Tuition Reimbursement
• Growth Opportunities
• And more!