Channel Development Representative - Palo Alto

Arrow Electronics•Denver, CO

7d•$101,200 - $140,253•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 channel partners, and rebuilding underpenetrated or neglected customer relationships. The representative calls customers, provides product information, follows up on quotes, and helps close business. They identify and develop high-potential and non-repeat partners, understand customer requirements, explain product and promotion benefits, and offer alternative products and solutions. The position serves as a liaison among customers, vendors, and Arrow teams, responding proactively and communicating customer-focused efforts in a timely manner. The representative drives demand generation and supports customer opportunities by generating and qualifying leads, assessing sales potential, and prioritizing high-return opportunities. They use Arrow and vendor programs and promotions to advance transactions through the sales cycle, manage vendor special-pricing requests and related tracking and customer notifications, and engage internal or vendor resources to address issues. The role also processes quotes and revisions, and prepares orders for submission after receiving customer purchase orders, ensuring the information needed for accurate processing is included. Participation in a sales compensation plan is required; a portion of on-target earnings is variable and tied to sales-related goals. This is a hybrid position at the Panorama office in Denver, Colorado. Employees are required to work in the office Tuesday through Thursday and may work from home 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 take a new perspective using existing solutions.
Able to work independently with minimal guidance.
Contributes to process improvements.
Provides informal guidance to junior staff and acts as a resource for less-experienced colleagues.

Nice To Haves

Experience selling cybersecurity solutions is strongly preferred.

Responsibilities

Provide day-to-day sales support and customer service for assigned accounts, territory, or products.
Develop new business, grow sales with partners, and rebuild underpenetrated or neglected customer relationships through proactive outreach.
Call customers, provide product information, follow up on quotes, and help close business.
Identify, enable, and develop high-potential and non-repeat partners.
Understand customer requirements for Arrow products and services; communicate product and promotion benefits and provide alternative solutions.
Act as a liaison among customers, vendors, and Arrow's internal teams and resources.
Anticipate customer needs, respond with urgency, and communicate efforts in a timely and effective manner.
Generate and follow up on leads from suppliers and Arrow internal sources; qualify prospects, assess 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 and results, maintaining records, and notifying customers about outstanding or expiring requests.
Engage field sales, brand, engineering, financing, vendor, and other resources to address issues.
Process quotes and quote revisions for price, program, or part changes.
Prepare orders for submission based on customer purchase orders and ensure required information is included for accurate processing.