Microsoft Channel Manager - East Territory

Arrow Electronics•Alpharetta, MA

2d•Hybrid

About The Position

Arrow is seeking a Microsoft Channel Manager to build, scale, and monetize Microsoft-focused partner practices. This role is ideal for a hands-on channel operator who thrives at the intersection of partners, Microsoft, and Arrow’s cloud platform, and who enjoys turning strategy into execution. You will work directly with Microsoft-aligned partners to develop repeatable practices, enable sales and technical teams, execute joint go-to-market motions, and drive measurable revenue growth across Azure, Modern Work, Security, and Business Applications. This is not a pure account management role. It is an operator role—owning outcomes, activating partners, and building momentum in the field.

Requirements

6+ years in channel sales, partner management, or ecosystem roles
Proven experience selling with and through partners
Strong background in Microsoft cloud solutions, including Azure, Modern Work, Security, or Business Applications
Demonstrated success driving pipeline, consumption, and revenue, not just activity
Strong consultative selling and problem-solving mindset
Experience enabling both sales and technical audiences
Comfortable navigating complex partner ecosystems
Process-oriented with strong CRM discipline and forecasting accuracy
Able to translate strategy into repeatable, scalable execution
Self-starter with high ownership mentality
Coachable and collaborative
Gritty, resilient, and execution-focused
Analytical thinker with strong business judgment
Team-oriented leader who builds trust across organizations

Nice To Haves

Microsoft partner ecosystem experience strongly preferred

Responsibilities

Act as the primary Microsoft channel operator for a defined set of partners and regions
Help partners build and scale Microsoft practices, including: Solution focus and differentiation Sales plays and offer packaging Technical readiness and certifications Marketplace and co-sell readiness
Enable partner sales and technical teams through: Sales plays, GTM workshops, and field enablement sessions Microsoft solution positioning and value articulation Deal qualification and pipeline hygiene best practices
Design and execute joint GTM motions with partners and Microsoft, including: Campaigns, events, and account-based motions Azure consumption growth initiatives Marketplace-led and incentive-aligned motions
Manage and activate Microsoft and Arrow marketing programs, including: MDF planning, execution, and ROI tracking Field events, webinars, and partner-led campaigns
Drive new pipeline creation and revenue growth by: Identifying under-penetrated partner and customer accounts Aligning partner offerings to Microsoft priorities and incentives Supporting deal progression from qualification through close
Partner closely with Microsoft field sellers to: Align on accounts and workloads Support co-sell motions and opportunity visibility Ensure Arrow and partner value is clear in every deal
Coordinate internal Arrow resources across: Cloud sales Technical enablement Marketing Marketplace and operations
Serve as the quarterback for partner success—driving cadence, accountability, and execution

Benefits

Medical, Dental, Vision Insurance
401k, With Matching Contributions
Short-Term/Long-Term Disability Insurance
Health Savings Account (HSA)/Health Reimbursement Account (HRA) Options
Paid Time Off (including sick, holiday, vacation, etc.)
Tuition Reimbursement
Growth Opportunities
Discounted RTD Passes, with convenient office location off RTD Light Rail (Dry Creek Exit)
On-site Café with Catering Option for Busy Lifestyles
24/7/365 On-site Gym and Lockers, Free for Use to All Employees!
Bike Racks
And more!