Channel Manager - Vertiv

Arrow Electronics

2d•Remote

About The Position

The Channel Manager will drive growth for Vertiv through Arrow’s distribution-led go-to-market strategy. This role focuses on partner recruitment, enablement, and pipeline development for Vertiv’s critical infrastructure solutions. Learn more about our Enterprise Computing Solution (ECS) business at Arrow Electronics (Enterprise Computing Solutions | Arrow ECS NA.)

Requirements

Minimum 2 years of experience working with critical digital infrastructure solutions, essentially support systems (power, cooling, racks) for data centers
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 Vertiv solution value to partners and help drive early pipeline development
Experience orchestrating internal and external resources across both Arrow and vendor ecosystems
Experience selling in the IT Sales Channel. Experience with distribution models is required.
Ability to solve complex problems; takes a new perspective using existing solutions
Process-oriented and analytical.
Strong SF.com proficiency and forecasting accuracy.
Self-starter, gritty & coachable
Strong work ethic and proven track record in a KPI based Sales Model
Ability to travel at least 25% of the time.
Typically requires a minimum of 10 years of related experience, a 4-year degree, 8 years, and an advanced degree, or equivalent experience.

Responsibilities

Growing Established Partnerships Proactively calls and engages with established partners to grow sales for assigned accounts.
Rebuilds underpenetrated and neglected partner relationships.
Sell new suppliers’ solutions to partners.
Developing New Business Leverages an internal team of resources to hunt for new software and service opportunities.
Proactively calls and engages potential new partners to grow sales for assigned accounts.
Onboards new partners Focuses on growing and developing new business by starting at the end customer and working the opportunities back through our channel partners.
Proactively calls and engages partners to adopt/buy new supplier offerings.
Partner Engagement Conduct outside sales meetings with partners, suppliers, and end customers regularly.
Position Arrow’s service offerings to sell “with” the Partner community to the end customers.
Sometimes, they even sell Advisory Services to the end customer directly.
Support partner recruitment, onboarding, and activation aligned to Vertiv’s distribution-led GTM strategy
Drive early-stage pipeline creation with new partners in the enterprise automation and orchestration space
Coordinate Executive-First style engagements alongside Arrow and Vertiv leadership
Build and drive successful GTM strategies with partners
Identify and recruit net new, and track high propensity partners
Act as the main Vertiv subject matter expert and advocate to Arrow internal teams, and partners
Support Marketing Initiatives