Microsoft Channel Manager - West
About The Position
What You'll Be Doing: Partner Practice Development & Enablement 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 Go-To-Market Execution 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 Revenue & Pipeline Growth 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 Cross-Functional Leadership 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 What We’re Looking For: Core Experience 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 Operator Skillset 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 Personal Attributes 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 Experience / Education Bachelor’s degree preferred Equivalent relevant experience considered Microsoft partner ecosystem experience strongly preferred Work Arrangement: Hybrid: Tuesday, Wednesday, Thursday required office days for Panorama Office site; Monday, Friday-work from home. What’s In It For You: At Arrow, we recognize that financial rewards and great benefits are important aspects of an ideal job. That’s why we offer competitive financial compensation, including various compensation plans and a solid benefits package. 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! Annual Hiring Range/Hourly Rate: $115,800.00 - $150,336.34 Actual compensation offer to candidate may vary from posted hiring range based upon geographic location, work experience, education, and/or skill level. The pay ratio between base pay and target incentive (if applicable) will be finalized at offer.
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
- Bachelor’s degree preferred
- Equivalent relevant experience considered
- 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!
Stand Out From the Crowd
Upload your resume and get instant feedback on how well it matches this job.
What This Job Offers
Job Type
Full-time
Career Level
Mid Level
