Channel Manager - BMC Software

Arrow Electronics•Indianapolis, IN

11h•Remote

About The Position

Arrow is seeking a Channel Manager - BMC Software. The ideal candidate will be responsible for the day-to-day sales support and customer service activities for assigned accounts, territory, or product(s) within the Enterprise Computing Solution (ECS) group of Arrow Electronics. Enterprise Computing Solutions | Arrow ECS NA What You'll Be Doing Proactively calling and engaging with existing and new customers to grow sales and develop new business within your assigned territory. Proactively provide product information, and follow-up on quotes to close business for Arrow. Identifies, enables and develops high-potential and non-repeat customers. Determine and understand your partners’ requirements for Arrow product offerings and services. Translate products and promotions into benefits for your customers. Serve as a liaison between Arrow’s internal resources (field sales, engineering, supplier marketing, manufacturing facilities, purchasing and other corporate departments), vendor resources and your customer. Demonstrates a proactive approach and sense of urgency on our customers’ behalf, anticipate our customers’ requirements and communicates efforts in a timely and effective manner. Demand Generation and Customer Opportunity Support: Generate leads and follow-up on leads obtained through suppliers and Arrow internal sources. Qualify prospects, analyze sales potential, and then prioritizes high-return opportunities for further attention/investment. Leverage Arrow and vendor programs and promotions to progress a transaction through the sales cycle. Manage 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. Quote and Order Preparation: Processes quotes for specified customers and/or quote revisions for mass price changes, program changes or part changes. Prepare orders, from quote work if applicable, for submission based on receipt of the customers’ purchase orders ensuring that all required information for accurate processing is included. For BMC-specific responsibilities, the Channel Manager will: 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

Requirements

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 US market/territories
Solves complex problems; takes a new perspective using existing solutions
Works independently; receives minimal guidance
Acts as a resource for colleagues with less experience
Uses best practices and knowledge of internal or external business issues to improve products/services or processes
Typically resolves complex problems or problems where precedent may not exist
Often leads the work of 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.

Responsibilities

Proactively calling and engaging with existing and new customers to grow sales and develop new business within your assigned territory.
Proactively provide product information, and follow-up on quotes to close business for Arrow.
Identifies, enables and develops high-potential and non-repeat customers.
Determine and understand your partners’ requirements for Arrow product offerings and services.
Translate products and promotions into benefits for your customers.
Serve as a liaison between Arrow’s internal resources (field sales, engineering, supplier marketing, manufacturing facilities, purchasing and other corporate departments), vendor resources and your customer.
Demonstrates a proactive approach and sense of urgency on our customers’ behalf, anticipate our customers’ requirements and communicates efforts in a timely and effective manner.
Generate leads and follow-up on leads obtained through suppliers and Arrow internal sources.
Qualify prospects, analyze sales potential, and then prioritizes high-return opportunities for further attention/investment.
Leverage Arrow and vendor programs and promotions to progress a transaction through the sales cycle.
Manage 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.
Processes quotes for specified customers and/or quote revisions for mass price changes, program changes or part changes.
Prepare orders, from quote work if applicable, for submission based on receipt of the customers’ purchase orders ensuring that 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