Channel Development Representative - Palo Alto

Arrow•Denver, CO

5d•Hybrid

About The Position

Arrow is seeking a Channel Development Representative to provide day-to-day sales support and customer service for assigned accounts, territories, or products. The role focuses on developing new business, growing sales with partners, and rebuilding underpenetrated or neglected customer relationships. The representative contacts customers, provides product information, follows up on quotes, and helps close business. They identify and develop high-potential and non-repeat partners, understand customer needs, explain product and promotion benefits, and offer alternative products and solutions. The representative serves as a liaison among customers, vendors, and Arrow teams, including field sales, engineering, supplier marketing, manufacturing, purchasing, and other corporate departments. They take a proactive, timely approach to customer needs and use internal and vendor resources to address issues. The role also generates and qualifies leads, prioritizes sales opportunities, uses programs and promotions to advance transactions, and manages vendor special-pricing requests and related tracking and notifications. Responsibilities include processing quotes and revisions and preparing orders for submission after receiving customer purchase orders, ensuring required information is included. The position participates in a sales compensation plan, with a portion of on-target earnings variable and tied to specified sales goals. The role is hybrid, with required office days Tuesday through Thursday at the Panorama Office site and work from home on Monday and Friday.

Requirements

Typically requires 5–7 years of related experience with a four-year degree, or 3 years of experience with an advanced degree, or equivalent work experience.
Experience working in the IT sales channel is required.
Requires in-depth knowledge and experience.
Able to solve complex problems and apply a new perspective using existing solutions.
Able to work independently with minimal guidance.
Contributes to process improvements and typically resolves problems using existing solutions.
May provide informal guidance to junior staff and act as a resource for less-experienced colleagues.
Participation in a sales compensation plan with variable on-target earnings tied to sales-related goals.

Nice To Haves

Experience selling cybersecurity solutions is strongly preferred.

Responsibilities

Provide day-to-day sales support and customer service for assigned accounts, territories, or products.
Develop new business and grow sales by proactively contacting and engaging partners.
Rebuild underpenetrated or neglected relationships with Arrow customers.
Call customers, provide product information, and follow up on quotes to close business.
Identify, enable, and develop high-potential and non-repeat partners.
Determine customer requirements for Arrow products and services, explain product and promotion benefits, and provide alternative products and solutions.
Coordinate between customers, vendors, and Arrow internal teams and resources.
Anticipate customer requirements and communicate actions in a timely and effective manner.
Generate leads from suppliers and Arrow internal sources, qualify prospects, analyze sales potential, and prioritize high-return opportunities.
Leverage Arrow and vendor programs and promotions to move transactions through the sales cycle.
Manage vendor special-pricing programs, including submitting requests, tracking approvals, logging submissions and results, and notifying customers of outstanding or expiring requests.
Involve field, brand, engineering, financing, vendor, and other resources to address issues.
Process quotes and revisions for mass price changes, program changes, or part changes.
Prepare orders for submission based on customer purchase orders and ensure all required information is included for accurate processing.
Use resources such as Salesforce.com to accomplish job duties.