Channel Sales Specialist - Palo Alto Networks

Arrow•McLean, VA

14h•Hybrid

About The Position

Arrow’s Sales teams connect customers with expertise, solutions, and global capabilities. This Channel Sales Specialist role at immixGroup supports Palo Alto Networks by strengthening partner engagement, streamlining operations, and driving growth. It combines channel management with direct sales strategies to align partners with Palo Alto Networks’ go-to-market objectives, provide sales and technical support, develop joint opportunities, and improve collaboration with the supplier’s field teams. The role supports day-to-day sales and customer service for assigned accounts, territories, or products. It develops new business, re-engages underpenetrated or neglected Arrow customer relationships, and supports partners and customers with product information, quotes, and orders. The position serves as a liaison among customers, vendors, and Arrow’s internal teams, and participates in a sales compensation plan with a variable portion of on-target earnings tied to sales goals. The position is hybrid, with two days in the office and three days remote, and is based in McLean, Virginia. It is full-time. The annual hiring range is $110,400.00–$157,303.17; actual compensation may vary based on factors including location, experience, education, and skills.

Requirements

Experience working in the IT sales channel.
Experience working with cybersecurity OEMs in inside or outside sales.
Strong experience and background in the public-sector space.
U.S. citizenship is required due to contractual requirements with the federal government.
Typically requires 5–7 years of related experience with a four-year degree, or three years of experience with an advanced degree, or equivalent work experience.
Ability to solve complex problems and take a new perspective using existing solutions.
Ability to work independently with minimal guidance.
Ability to act as a resource for colleagues with less experience and provide informal guidance to junior staff.
Ability to contribute to process improvements and typically resolve problems using existing solutions.

Nice To Haves

Distribution experience is preferred.

Responsibilities

Provide day-to-day sales support and customer service for assigned accounts, territories, or products.
Grow and develop new business by proactively calling and engaging partners, including rebuilding underpenetrated or neglected customer relationships.
Call on 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; explain product and promotion benefits and offer alternatives or solutions.
Act as a liaison among customers, vendor resources, and Arrow teams, including field sales, engineering, supplier marketing, manufacturing, purchasing, and other corporate departments.
Anticipate customer requirements, respond with urgency, and communicate actions 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 opportunities.
Use Arrow and vendor programs and promotions to progress transactions through the sales cycle.
Manage vendor special-pricing programs, including submitting pricing requests, tracking approvals, logging submissions and results, and notifying customers of outstanding or expiring requests.
Involve appropriate internal and vendor resources to address issues.
Process quotes and quote revisions for mass price changes, program changes, or part changes.
Prepare orders for submission based on customer purchase orders and ensure required information is included for accurate processing.
Use tools such as Salesforce.com as appropriate to perform job duties.
Participate in a sales compensation plan, with a portion of on-target earnings tied to sales-related goals.