Channel Manager - BMC Software

Channel Manager – BMC Software

Location: US-CO-Colorado (Remote Employees). Remote work employees may be required to be present at the closest Arrow office for work‑related purposes, at the company’s request and sole discretion.

Time Type: Full time

Job Category: Sales

Compensation: Annual hiring range/OTE: $ – $ OTE. Actual compensation may vary based on location, experience, education, and skill level. The pay ratio between base pay and target incentive will be finalized at offer.

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

• Proactively call and engage with existing and new customers to grow sales and develop new business within your assigned territory.
• Provide product information, follow up on quotes, and close business for Arrow. Identify and develop high‑potential and non‑repeat customers.
• 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.
• Demonstrate a proactive approach and sense of urgency on customers’ behalf, anticipate needs, 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 and prioritize high‑return opportunities.
• Leverage Arrow and vendor programs and promotions to progress transactions through the sales cycle. Manage vendor special pricing programs, including submissions, approvals, logging, and notifications.
• Process quotes and prepare 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 U.S. market/territories.
• Problem‑solving ability, independent work, mentoring colleagues.
• Use best practices and knowledge of internal or external business issues to improve products/services or processes.
• Leadership in 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 with required 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!

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.