Channel Sales Specialist - Palo Alto Networks

Arrow Electronics•McLean, VA

2d•$110,400 - $157,303•Hybrid

About The Position

Arrow’s Sales teams connect customers with expertise, solutions, and global capabilities. This role blends channel management with direct sales strategies to strengthen partner engagement, streamline operations, and drive growth aligned with Palo Alto Networks’ go-to-market objectives. The specialist provides partners with technical and sales support, drives joint opportunities, and collaborates with Palo Alto Networks field teams to help partners become more self-sufficient and successful. The position provides day-to-day sales support and customer service for assigned accounts, territory, or products. It develops new business and partner relationships, supports customers with product information and quotes, and coordinates with internal Arrow teams, vendor resources, and customers. The role also supports lead generation, opportunity qualification, vendor pricing programs, quote preparation, and order processing. A portion of on-target earnings is variable and tied to sales-related goals. The position is hybrid, with two days in the office and three days remote, based in McLean, Virginia. Candidates must be U.S. citizens due to federal government contractual requirements. The posted annual hiring range is $110,400.00–$157,303.17; actual compensation may vary based on 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 working in the public sector.
Ability to solve complex problems and take a new perspective using existing solutions.
Ability to work independently with minimal guidance.
Typically 5–7 years of related experience with a four-year degree, or three years of experience with an advanced degree, or equivalent work experience.
Must be a U.S. citizen due to contractual requirements with the federal government.

Nice To Haves

Distribution experience is preferred.

Responsibilities

Provide day-to-day sales support and customer service for assigned accounts, territory, or products.
Grow and develop new business by proactively calling and engaging partners and customers.
Rebuild underpenetrated and neglected relationships with Arrow customers.
Provide product information, follow up on quotes, and help close business.
Identify, enable, and develop high-potential and non-repeat partners.
Determine customer requirements for Arrow products and services; explain product and promotion benefits and provide alternative solutions.
Act as a liaison among Arrow internal resources, vendor resources, and customers.
Anticipate customer requirements, respond with urgency, and communicate efforts in a timely and effective manner.
Generate and follow up on leads from suppliers and Arrow internal sources.
Qualify prospects, analyze sales potential, and prioritize high-return opportunities.
Leverage Arrow and vendor programs and promotions to progress transactions through the sales cycle.
Manage vendor special pricing programs, including pricing submissions, approvals, tracking, logging results, and notifying customers about outstanding or expiring requests.
Involve relevant field, brand, engineering, financing, and vendor resources to address issues.
Process quotes and quote revisions for price, program, or part changes.
Prepare customer orders for submission based on purchase orders and ensure required information is included for accurate processing.
Participate in a sales compensation plan, with a portion of on-target earnings tied to sales goals.