Channel Manager - Dell

Position: Channel Manager - Dell

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).

Learn more about our Enterprise Computing Solution (ECS) business at Arrow Electronics Enterprise Computing Solutions | Arrow ECS NA.

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  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.

• 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 30%
• 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 Dell, HPE, Net App, Nutanix, Lenovo, or other similar technologies is a plus

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

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!

Annual Hiring Range/Hourly Rate: $ - $

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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