Arrow Electronics · 2 days ago
Key Account Executive
Santa Clara, CA
Full-time
Hybrid
Senior Level, Lead/Staff
$182K/yr - $242K/yr
12+ years expArrow Electronics is seeking a Key Account Executive to serve as the single point of contact for large, complex customers. This role involves creating strategic relationships, achieving sales quotas, and managing account objectives while ensuring seamless contract negotiations and fostering influential relationships at the executive level.
ConsultingElectrical DistributionElectronicsHardwareManufacturingProfessional ServicesService IndustrySoftwareTechnical SupportVirtualization
Responsibilities
A Key Accounts Manager is the single point of contact (SPOC) for large, multi-location, complex Arrow customers. Serving as a Global or National Accounts Manager, this position creates selling opportunities within specified strategic customer accounts by creating strategic relationships with top management. Responsible for achieving sales quota and assigned strategic account objectives
Account Management: Creates selling opportunities within assigned critical, large, multi-location, complex, and high visibility Arrow customers through a very strategic sales plan and process. Has a thorough understanding of the customer’s needs and the customer’s decision making hierarchy in order to proactively assess, clarify, and validate customer needs on an ongoing basis. Leads a strategic account planning process that develops mutual performance objectives, financial targets, and critical milestones. Executes on solutions selling through an advanced knowledge of Arrow’s supply chain solutions and design processes. Grows profit and maximizes margins by selling value-added, long-term solutions. Coordinates the involvement of Arrow personnel; including sales support, service, and management resources, in order to meet account objectives and customers’ expectations. Typically manages a territory of accounts up to $125 million
Quotations and Contract Negotiations: Plan, manage and oversee all the RFQ’s signed off within their assigned customers. Ensure that all RFQ activities and strategies are well established, communicated, addressed, and agreed upon within Arrow guidelines, policies, and procedures. Directly participates in the review and negotiation of significant contracts. Assist in reviewing customer requests to ensure amendments to the terms and conditions in contracts are carried out. Ensure that all Arrow departments and customer departments have the necessary information to ensure a seamless contract renewal/negotiation process. Has an in-depth, comprehensive understanding of Arrow’s market share in each assigned account, the top competitor’s market share in those accounts and can identify the type of business each competitor is supporting and why. Consistently maintains a dominant market share position at each assigned account. Takes an innovative and creative approach to supplier and customer action plans and has expert understanding of the customer’s business at all levels and disciplines of the organization
Relationships: Develop and build influential and strategic relationships at the manager decision making level, with goal of building relationships at the senior management and C-level/executive level. Utilize distribution/rep/supplier knowledge to grow sales and profits within assigned customers. Interface with suppliers to update them on demand creation progress through meetings or reviews. Build strong relationships with suppliers’ reps and managers, leveraging these relationships to receive future product development and supply chain solution information. Develop relationships with key personnel in marketing, product development, manufacturing, purchasing and engineering at accounts. Utilize Arrow’s key management with key customers and suppliers
This job profile requires the assignment and participation in a sales compensation plan. A portion of OTE will be variable and tied to specific sales-related goals as set forth by Arrow
Qualification
Required
Typically requires a minimum of 12 years of related experience with a 4 year degree; or 8 years and an advanced degree; or equivalent related experience
Is recognized as an expert in own area within the organization
Requires specialized depth and/or breadth of expertise
Interprets internal or external business issues and recommends solutions/best practices
Solves complex problems; takes a broad perspective to identify solutions
Works independently, with guidance in only the most complex situations
Progression to this level is typically restricted on the basis of business requirement
Identifies applications of functional knowledge and existing methodologies to complex problems
Serves as an expert within own function
Leads functional teams or projects and serves as a best practice/quality resource
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!
Company
Arrow Electronics
Arrow Electronics designs, manufactures and distributes electronic components for industrial and commercial sectors. It is a sub-organization of Arrow Electronics.
10001+ employees
H1B Sponsorship
Arrow Electronics has a track record of offering H1B sponsorships. Please note that this does not
guarantee sponsorship for this specific role. Below presents additional info for your
reference. (Data Powered by US Department of Labor)
Distribution of Different Job Fields Receiving Sponsorship
Represents job field similar to this job
Trends of Total Sponsorships
2025 (54)
2024 (38)
2023 (50)
2022 (68)
2021 (62)
2020 (86)
Funding
Current Stage
Public CompanyTotal Funding
unknown1978-01-13IPO
Leadership Team
Raj Agrawal
Chief Financial Officer
Chuck Kostalnick
SVP, Chief Strategic Business Development Officer
Recent News
2025-12-09
2025-11-15
Company data provided by crunchbase