Channel Manager - IBM Software

Position:
Channel Manager - IBM Software
Job Description:

Are you passionate about growing channel partnerships?

Arrow is looking for a Channel Manager who will grow our IBM Software business with new and existing partners within the Enterprise Computing Solution (ECS) group of Arrow Electronics (Enterprise Computing Solutions | Arrow ECS NA.) The primary focus of our Channel Manager is to drive positive results for Arrow and IBM Software in three critical areas: Growing established partnerships, Developing New Business and Partner Engagement

What you'll be doing

Growing Established Partnerships

• Proactively calls and engages with established partners to grow sales for assigned accounts
• Rebuilds underpenetrated and neglected partner relationships
• Partner with other ECS partners to significantly grow under-penetrated Cloud accounts within their Region

Developing New Business

• leverage an internal team of resources to hunt for new software and services opportunities within a set Region
• Proactively calls and engages potential new partners to grow sales for assigned accounts
• Onboards new partners
• Focuses on growing and developing new business by starting at the end customer and working the opportunities back through our channel partners
• Proactively calls and engages partners to adopt/buy Arrow Sphere as a platform and helps to grow consumption and share shift of cloud business

Partner Engagement

• Conduct outside sales meetings with partners, cloud providers, and end customers regularly
• Position Arrow's Cloud Services offerings to sell "with" the Partner community to the end customers. In some cases, even selling Advisory Services to the end customer directly

What we're looking for

• 4-year degree
• Minimum of 6 years of customer facing direct sales roles
• Enterprise level SaaS and Services sales success focused on margin
• Experience selling in the Channel
• Experience selling through the Channel SaaS based solutions
• In-depth knowledge and experience in Cloud Sales
• Ability to solve complex problems; takes a new perspective using existing solutions
  Process oriented and analytical
• Strong SF.com proficiency and forecasting accuracy
• Self-starter, gritty & coachable
• Team oriented leader
• Strong work ethic and proven track record in a KPI based Sales Model

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
• Paid Time Off
• Health Savings Account (HSA)/Health Reimbursement Account (HRA) Options
• Growth Opportunities
• Short-Term/Long-Term Disability Insurance
• And more!

Annual Hiring Range/Hourly Rate:

$99,600.00 - $137,502.77

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.

Location:
US-CO-Colorado (Remote Employees)

Remote work employees may be required to be present at the closest designated Arrow office for work-related purposes, at the Company's request and sole discretion.
Time Type:
Full time
Job Category:
Sales

EEO Statement:

Arrow is an equal opportunity employer. All applicants will be considered for employment without attention to race, color, religion, gender, age, sexual orientation, gender identity, national origin, veteran or disability status. (Arrow EEO/AAP policy)

Arrow COVID-19 Vaccination Policy:

Arrow requires new employees in the United States to provide proof of full COVID-19 vaccination prior to beginning work, except where prohibited by law. This requirement may not apply to supply-chain service employees assigned to work at a light industrial facility, warehouse, distribution center, or in-plant store, who are instead subject to location-specific safety requirements.