Channel Manager - Dell

Position:

Job Description:

The Channel Manager will focus on growing and developing new business, as well drive sales growth through rebuilding of underpenetrated accounts with Arrow Customers. You will be responsible for the day-to-day sales and service activities for assigned territory, resellers and vendor(s).

What You Will Be Doing

Engagement:

• The successful candidate will demonstrate a proactive approach and sense of urgency on our resellers’ behalf, anticipates their requirements and communicate efforts in a timely and effective manner.
• Identify, recruit and onboard new resellers.
• Enable and develop established and emerging partners within the territory, rebuild underpenetrated and dormant relationships.
• Determine and understand reseller and vendor requirements for Arrow offerings and services, translate products and promotions into benefits for the vendor, reseller and their customers. Drive sales growth through wallet share expansion.
• Serve as a liaison between Arrow’s resources (field sales, engineering, supplier marketing, manufacturing facilities, purchasing and other corporate departments), vendor resources and resellers.

Demand Generation

• Generate and follow-up on leads obtained through marketing programs, vendors and Arrow internal sources.
• Qualify and prospect, analyzes sales potential, and prioritize high-return opportunities for further attention/investment.
• Leverage Arrow and vendor programs and promotions to progress a transaction through the sales cycle.
• Provide reporting and use resources provided such as salesforce.com to accomplish job duties.

Opportunity Support:  

• Assist with vendor special pricing programs including; submissions for pricing request and any data or program dependencies, tracking requests for approval, and notification to the reseller of any outstanding or expiring requests. Involve other resources (field, brand, engineering, financing, vendor, etc) to address issues.
• Collaborate with Arrow Credit, Arrow Capital and Customer Experience representatives to ensure pricing is correct and valid, all documentation is completed in a timely fashion and that all required information for accurate processing is included.

Territory planning and forecasting:

• Maintain an up-to-date territory engagement plan, including a marketing and technical development.
• Maintain an up-to-date pipeline and forecast of the business using the provided toolset.

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

What We Are Looking For

• A minimum of 5 years of related experience with a 4-year degree or equivalent experience
• A minimum of 5 years in a customer-facing sales role
• Experience selling in the channel
• The ability to travel up to 25% in the Pacific North-West region
• Self-Driven individuals with superior verbal and written communication skills
• Proven track record of strong customer service and work ethic
• Creative and impressive problem-solving skills
• Business planning skills
• Experience selling infrastructure cells is preferred
• Experience selling Dell, HPE, NetApp, Nutanix, Lenovo, or other similar technologies is a plus

#LI-EK1

Work Arrangement

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

What’s In It For You

At Arrow, we recognize that financial rewards and great benefits are important aspects of an ideal job. That’s why we offer competitive financial compensation, including various compensation plans, and a solid benefits package

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

Actual compensation offer to candidate may vary from posted hiring range based upon geographic location, work experience, education, and/or skill level. The pay ratio between base pay and target incentive (if applicable) will be finalized at offer. 

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EEO Statement:

Arrow is an equal opportunity employer. All applicants will be considered for employment without attention to race, color, religion, gender, age, sexual orientation, gender identity, national origin, veteran or disability status. (Arrow EEO/AAP policy)

We anticipate this requisition will be open for a minimum of five days, though it may be open for a longer period of time. We encourage your prompt application.

In any materials you submit, you may redact or remove age-identifying information such as age, date of birth, or dates of school attendance or graduation. You will not be penalized for redacting or removing this information.