Microsoft Channel Manager - ISVs + Services

Arrow Electronics•Santa Clara, CA

1d•Hybrid

About The Position

The Channel Manager – Microsoft ISV Solutions & Services is responsible for evangelizing, enabling, and activating Microsoft partners to sell Microsoft-aligned ISV solutions and to co-create and hunt for ISV-related services revenue. This role sits at the intersection of ISVs, Microsoft partners, and Arrow, driving solution adoption, pipeline creation, and high-margin services opportunities. This is a builder and hunter role—focused on enabling partners to position differentiated ISV solutions, attach advisory and implementation services, and bring integrated Microsoft + ISV offers to market. The ideal candidate understands how Microsoft-centric ISV solutions win in the field and how partners monetize them through services.

Requirements

6+ years in channel management, ecosystem sales, or partner-led GTM roles
Strong experience working with: Microsoft partners
ISVs aligned to Microsoft cloud workloads
Proven success driving services-led revenue alongside software sales
Strong consultative selling and partner enablement skills
Ability to connect ISV solutions to Microsoft workloads and customer outcomes
Comfortable hunting for new opportunities with partners
Process-oriented with strong CRM and pipeline discipline
Able to operate across multiple stakeholders without formal authority
Builder mindset with strong ownership mentality
Evangelist who can influence and activate partners
Gritty, proactive, and execution-focused
Collaborative leader who thrives in ecosystem environments
Bachelor’s degree preferred
Equivalent relevant experience considered
Microsoft and ISV ecosystem experience strongly preferred

Responsibilities

Microsoft ISV Evangelism & Partner Enablement
Evangelize Microsoft-focused ISV solutions across the partner ecosystem, including solutions built on or integrated with: Azure and Azure AI Modern Work and Copilot Security and data platforms
Enable partners to: Understand ISV value propositions and differentiation
Position ISV solutions within Microsoft workloads and customer outcomes
Confidently sell ISV software alongside Microsoft licenses and consumption
Act as the ISV solutions subject-matter guide for partner-facing teams
Services Revenue Hunting & Practice Development
Proactively hunt for ISV-related services opportunities with partners, including: Advisory and assessment services
Implementations and integrations
Migrations, optimization, and managed services
Help partners build repeatable services motions around ISV solutions, not one-off projects
Collaborate with partners to: Identify whitespace accounts and workloads
Package Microsoft + ISV + services offers
Drive higher-margin, solution-led revenue
Go-To-Market & Pipeline Growth
Design and execute joint GTM motions involving: Microsoft-aligned ISVs
Partner sales and technical teams
Arrow internal sales and enablement resources
Support pipeline creation by: Working backward from customer use cases
Aligning ISV solutions to Microsoft priorities and incentives
Activating partners around specific vertical or workload plays
Microsoft & ISV Alignment
Work closely with Microsoft stakeholders to: Stay aligned to solution priorities and field motions
Support co-sell and ecosystem-led opportunities
Partner with ISVs to: Improve partner readiness and adoption
Identify friction in partner selling motions
Accelerate partner-driven growth through Arrow
Cross-Functional Leadership
Coordinate internal Arrow resources across: Channel management
Cloud and services sales
Technical enablement
Marketing and marketplace teams
Serve as the quarterback across partners, ISVs, and internal teams to drive execution and results

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!