Channel Development Representative

Arrow•Denver, TX

12h•Hybrid

About The Position

Our next Channel Development Representative will be responsible for the day-to-day sales of Lenovo ISG products for assigned accounts, territory, or product(s). This position will focus on growing and developing new business; proactively calling and engaging partners to grow sales for assigned accounts and rebuilding of underpenetrated and neglected relationships with Arrow customers. The role involves calling on customers, providing product information, and following up on quotes to close business for Arrow. It also includes identifying, enabling, and developing high-potential and non-repeat partners, determining and understanding customers’ requirements for Arrow product offerings and services, translating products and promotions into benefits for a customer, and providing alternative products and solutions. The representative will serve as a liaison between Arrow’s internal resources (field sales, engineering, supplier marketing, manufacturing facilities, purchasing and other corporate departments), vendor resources and customers, demonstrating a proactive approach and sense of urgency on our customers’ behalf, anticipating our customers’ requirements and communicating efforts in a timely and effective manner. The role also involves demand generation and customer opportunity support, driving sales growth through new customer rebuilding of underpenetrated and neglected relationships, and managing vendor special pricing programs. This job profile is a 70/30 split.

Requirements

Requires a minimum of 3-7 years of successful technology sales experience (Distributor, Reseller, and/or Supplier)
Previous experience with Salesforce required
4 year degree preferred

Responsibilities

Focuses on growing and developing new business; proactively calls and engages partners to grow sales for assigned accounts and rebuilding of underpenetrated and neglected relationships with Arrow customers.
Identifies, enables and develops high-potential and non-repeat partners.
Determines and understands customers’ requirements for Arrow product offerings and services.
Translates products and promotions into benefits for a customer.
Provides alternative products and solutions.
Serves as a liaison between Arrow’s internal resources (field sales, engineering, supplier marketing, manufacturing facilities, purchasing and other corporate departments), vendor resources and customers.
Demonstrates a proactive approach and sense of urgency on our customers’ behalf, anticipates our customers’ requirements and communicates efforts in a timely and effective manner.
Drives sales growth through new customer rebuilding of underpenetrated and neglected relationships.
Generates leads and follows-up on leads obtained through suppliers and Arrow internal sources.
Qualifies prospects, analyzes sales potential, and then prioritizes high-return opportunities for further attention/investment.
Leverages Arrow and vendor programs and promotions to progress a transaction through the sales cycle.
Manages vendor special pricing programs including; submissions for pricing request and any data or program dependencies, tracking requests for approval, logging of all submissions and results, and notification to the customers of any outstanding or expiring requests.
Involves other resources (field, brand, engineering, financing, vendor, etc) to address issues.
May use resources such as salesforce.com to accomplish job duties.