Channel Manager - Dell

Arrow Electronics

4d•Remote

About The Position

The Channel Manager will focus on growing and developing new business, as well drive sales growth through rebuilding of underpenetrated accounts with Arrow Customers. You will be responsible for the day-to-day sales and service activities for assigned territory, resellers and vendor(s). Learn more about our Enterprise Computing Solution (ECS) business at Arrow Electronics (Enterprise Computing Solutions | Arrow ECS NA.) What You Will Be Doing Engagement: The successful candidate will demonstrate a proactive approach and sense of urgency on our resellers’ behalf, anticipates their requirements and communicate efforts in a timely and effective manner. Identify, recruit and onboard new resellers. Enable and develop established and emerging partners within the territory, rebuild underpenetrated and dormant relationships. Determine and understand reseller and vendor requirements for Arrow offerings and services, translate products and promotions into benefits for the vendor, reseller and their customers. Drive sales growth through wallet share expansion. Serve as a liaison between Arrow’s resources (field sales, engineering, supplier marketing, manufacturing facilities, purchasing and other corporate departments), vendor resources and resellers. Demand Generation Generate and follow-up on leads obtained through marketing programs, vendors and Arrow internal sources. Qualify and prospect, analyzes sales potential, and prioritize high-return opportunities for further attention/investment. Leverage Arrow and vendor programs and promotions to progress a transaction through the sales cycle. Provide reporting and use resources provided such as salesforce.com to accomplish job duties. Opportunity Support: Assist with vendor special pricing programs including; submissions for pricing request and any data or program dependencies, tracking requests for approval, and notification to the reseller of any outstanding or expiring requests. Involve other resources (field, brand, engineering, financing, vendor, etc) to address issues. Collaborate with Arrow Credit, Arrow Capital and Customer Experience representatives to ensure pricing is correct and valid, all documentation is completed in a timely fashion and that all required information for accurate processing is included. Territory planning and forecasting: Maintain an up-to-date territory engagement plan, including a marketing and technical development. Maintain an up-to-date pipeline and forecast of the business using the provided toolset. This job profile requires the assignment and participation in a sales compensation plan. A portion of OTE will be variable and tied to specific sales-related goals as set forth by Arrow

Requirements

A minimum of 5 years of related experience with a 4-year degree or equivalent experience
A minimum of 5 years in a customer-facing sales role
Experience selling in the channel
The ability to travel up to 30%
Self-Driven individuals with superior verbal and written communication skills
Proven track record of strong customer service and work ethic
Creative and impressive problem-solving skills
Business planning skills

Nice To Haves

Experience selling Dell, HPE, NetApp, Nutanix, Lenovo, or other similar technologies is a plus

Responsibilities

Identify, recruit and onboard new resellers.
Enable and develop established and emerging partners within the territory, rebuild underpenetrated and dormant relationships.
Determine and understand reseller and vendor requirements for Arrow offerings and services, translate products and promotions into benefits for the vendor, reseller and their customers.
Drive sales growth through wallet share expansion.
Serve as a liaison between Arrow’s resources (field sales, engineering, supplier marketing, manufacturing facilities, purchasing and other corporate departments), vendor resources and resellers.
Generate and follow-up on leads obtained through marketing programs, vendors and Arrow internal sources.
Qualify and prospect, analyzes sales potential, and prioritize high-return opportunities for further attention/investment.
Leverage Arrow and vendor programs and promotions to progress a transaction through the sales cycle.
Provide reporting and use resources provided such as salesforce.com to accomplish job duties.
Assist with vendor special pricing programs including; submissions for pricing request and any data or program dependencies, tracking requests for approval, and notification to the reseller of any outstanding or expiring requests.
Involve other resources (field, brand, engineering, financing, vendor, etc) to address issues.
Collaborate with Arrow Credit, Arrow Capital and Customer Experience representatives to ensure pricing is correct and valid, all documentation is completed in a timely fashion and that all required information for accurate processing is included.
Maintain an up-to-date territory engagement plan, including a marketing and technical development.
Maintain an up-to-date pipeline and forecast of the business using the provided toolset.