Channel Field Sales Manager

Arrow Electronics•McLean, VA

4d•$151,600 - $225,004•Hybrid

About The Position

immixGroup is looking for a Manager of Channel Sales to drive growth across our partner ecosystem by managing, training, and coaching a team of Channel Managers that covers the VAR community in the Public Sector. This role also serves as a key relationship manager between Arrow/immixGroup and our strategic technology suppliers. As part of immixGroup, a division of Arrow that helps technology companies do business with the government, this role focuses on delivering positive results for Arrow, our suppliers, and our channel partners in three critical areas: Revenue Growth & Profit Enhancement, Demand Creation, and Relationship Development.

Requirements

Bachelor’s degree and at least 10 years of combined experience in the following areas:
Supporting technology suppliers as a Supplier Manager, Account Manager, Vendor Relationship Manager, Channel Manager, or similar function.
Supporting and understanding technology alliance solution suppliers
People management experience, including hiring, onboarding, coaching, performance management, and developing sellers
Experience selling to/working with the federal government as a distributor or within the IT Sales Channel
Experience with federal contracting
Solving complex problems
Contributing to process improvements
US citizens

Responsibilities

Develop and expand influential VAR/partner relationships with key decision makers to create preference for immixGroup on targeted opportunities.
Leverage existing relationships in the Public Sector VAR community to expand the VAR ecosystem, recruit and onboard new partners, and strengthen current relationships with immixGroup through a defined engagement cadence (monthly partner touchpoints, quarterly QBRs, and ongoing deal/enablement support).
Own channel performance for assigned suppliers, driving top line growth and maximizing profitability through partner engagement, pipeline health, and deal support (deal registration, opportunity qualification, pricing/quoting coordination, bid/RFP support, contract-vehicle guidance, and issue escalation to remove blockers).
Manage, train, and coach a team of Channel Managers, setting expectations and coverage plans for the Public Sector VAR community and driving consistent execution against pipeline, bookings, and profitability goals.
Establish operating rhythm for the team (weekly team calls, biweekly 1:1s, and quarterly QBRs), and ensure consistent use of CRM, pipeline hygiene, and forecasting/reporting to drive predictable outcomes.
Oversee partner financial readiness by monitoring available credit, payment status, and contractual terms; coordinate with internal credit/finance teams to resolve holds, adjust terms when appropriate, and support on-time order processing and customer satisfaction.
For payment issues, drive a clear escalation path (Channel Manager → Manager of Channels → Credit/AR leadership) with documented follow-up and partner communication to unblock orders.
Coach Channel Managers through ride-alongs/call participation, partner account planning, and opportunity strategy; set clear performance metrics and individual development plans aligned to VAR coverage and supplier priorities.
Design and execute channel programs, partner incentives, and enablement plans that accelerate adoption and improve win rates.
Build lasting relationships across Arrow selling groups and supplier teams to improve execution, remove friction, and maximize topline and bottom-line growth.
Develop the channel business plan and joint marketing plan supporting the go-to-market strategy, including measurable KPIs to drive pipeline, bookings, and market share.
Collaborate across Arrow functional areas to deliver the right combination of products, partner support, enablement, and processes that drives success with our selling groups and channel partners.
Drive execution by coordinating quarterly plans, partner activity, and stakeholder management with key constituents across departments to enable adoption of strategies and remove blockers.
Build influential relationships with key decision makers up to C-level and across functional areas at assigned suppliers to grow sales and market share through programs, partner initiatives, and marketing communications.
Serve as the primary point of contact between Arrow/immixGroup and assigned suppliers, leading operating cadence (planning, QBRs), issue resolution, and alignment on priorities.
Partner with sales teams to enable navigation throughout SSG, drive sales of assigned suppliers/technologies to customers, and position Arrow appropriately with suppliers at both corporate and local levels.
Be a supplier advocate within Arrow.