Channel Manager - BMC Software

Job Description

Arrow is seeking a Channel Manager – BMC Software. The ideal candidate will be responsible for day‑to‑day sales support and customer service activities for assigned accounts, territory, or product(s) within the Enterprise Computing Solution (ECS) group of Arrow Electronics.

Channel Manager – BMC Software

• Proactively call and engage with existing and new customers to grow sales and develop new business within your assigned territory.
• Provide product information and follow up on quotes to close business for Arrow. Identify, enable, and develop high‑potential and non‑repeat customers.
• Determine and understand partners’ requirements for Arrow product offerings and services. Translate products and promotions into benefits for customers. Serve as a liaison between Arrow’s internal resources and vendor resources and your customer.
• Demonstrate a proactive approach and sense of urgency on customers’ behalf, anticipate customers’ requirements and communicate efforts in a timely and effective manner.
• Generate leads and follow up on leads obtained through suppliers and Arrow internal sources. Qualify prospects, analyze sales potential, and prioritize high‑return opportunities for further attention and investment.
• Leverage Arrow and vendor programs and promotions to progress a transaction through the sales cycle. Manage vendor special pricing programs including submissions for pricing requests, tracking requests for approval, logging all submissions and results, and notifying customers of any outstanding or expiring requests.
• Process quotes for specified customers and/or quote revisions for mass price changes, program changes, or part changes. Prepare orders from quote work, if applicable, for submission based on receipt of customers’ purchase orders ensuring all required information for accurate processing is included.

• Support partner recruitment, onboarding, and activation aligned to BMC’s distribution‑led GTM strategy.
• Drive early‑stage pipeline creation with new partners in the enterprise automation and orchestration space.
• Translate BMC solution value (Control‑M, Helix, and related platforms) into clear partner benefits.
• Coordinate Executive‑First style engagements alongside Arrow and BMC leadership.

• Minimum 2 years of experience working with BMC Software products, preferably Control‑M or the broader BMC portfolio.
• Understanding of distribution‑led partner enablement motions, onboarding, and pipeline development.
• Experience collaborating with software vendor sales teams and supporting joint GTM strategies.
• Ability to articulate BMC solution value to partners and help drive early pipeline development.
• Experience orchestrating internal and external resources across both Arrow and vendor ecosystems.
• Channel sales experience required.
• Knowledge of the US market/territories.
• Solves complex problems; takes a new perspective using existing solutions.
• Works independently; receives minimal guidance.
• Acts as a resource for colleagues with less experience.
• Uses best practices and knowledge of internal or external business issues to improve products/services or processes.
• Typically resolves complex problems or problems where precedent may not exist.
• Often leads the work of project teams; may formally train junior staff.

• 8 years of related experience with a 4‑year degree; or 6 years and an advanced degree; or equivalent experience.

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

• 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!

$ – $ OTE. 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.

US-CO-Colorado (Remote Employees)

Full time

Sales

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)