Channel Manager - IBM

Arrow Electronics•Indianapolis, IN

6d•Remote

About The Position

Arrow ECS is looking for a Channel Manager - IBM that will be supporting high growth and high potential partners. The primary focus of this position will be to grow national partners. What You’ll Be Doing: Responsible for the day-to-day sales support and customer service activities for assigned accounts, territory, or product(s). Focuses on growing and developing new business; proactively calls and engages partners to grow sales for assigned accounts and rebuilding of underpenetrated and neglected relationships with Arrow customers. This position will call on customers; provide product information, and follow-up on quotes to close business for Arrow. Identifies, enables and develops high-potential and non-repeat partners. Determines and understands customers’ requirements for Arrow product offerings and services. Translates products and promotions into benefits for a customer. Provides alternative products and solutions. Serves as a liaison between Arrow’s internal resources (field sales, engineering, supplier marketing, manufacturing facilities, purchasing and other corporate departments), vendor resources and customers. Demonstrates a proactive approach and sense of urgency on our customers’ behalf, anticipates our customers’ requirements and communicates efforts in a timely and effective manner. Demand Generation and Customer Opportunity Support: Drives sales growth through new customer rebuilding of underpenetrated and neglected relationships. Focuses on growing and developing new business; proactively calls and engages partners to grow sales for assigned accounts. Identifies, enables and develops high-potential and non-repeat partners. Generates leads and follows-up on leads obtained through suppliers and Arrow internal sources. Qualifies prospects, analyzes sales potential, and then prioritizes high-return opportunities for further attention/investment. Leverages Arrow and vendor programs and promotions to progress a transaction through the sales cycle. Manages vendor special pricing programs including; submissions for pricing request and any data or program dependencies, tracking requests for approval, logging of all submissions and results, and notification to the customers of any outstanding or expiring requests. Involves other resources (field, brand, engineering, financing, vendor, etc) to address issues. May use resources such as salesforce.com to accomplish job duties. This job profile requires the assignment and participation in a sales compensation plan. A portion of OTE will be variable and tied to specific sales-related goals as set forth by Arrow. This position will require travel up to 50% of the time.

Requirements

A minimum of 5 years of experience selling in the IT Sales Channel
Experience managing large partner relationships and national accounts
A self-starter who can work well independently and as a team
Works independently; receives minimal guidance
Acts as a resource for colleagues with less experience
Uses best practices and knowledge of internal or external business issues to improve products/services or processes
Typically resolves complex problems or problems where precedent may not exist
Often leads the work of project teams; may formally train junior staff
Typically requires a minimum of 10years of related experience with a 4 year degree; or 8 years and an advanced degree; or equivalent experience.

Nice To Haves

Experience with the IBM portfolio is preferred

Responsibilities

Responsible for the day-to-day sales support and customer service activities for assigned accounts, territory, or product(s).
Focuses on growing and developing new business; proactively calls and engages partners to grow sales for assigned accounts and rebuilding of underpenetrated and neglected relationships with Arrow customers.
This position will call on customers; provide product information, and follow-up on quotes to close business for Arrow.
Identifies, enables and develops high-potential and non-repeat partners.
Determines and understands customers’ requirements for Arrow product offerings and services.
Translates products and promotions into benefits for a customer.
Provides alternative products and solutions.
Serves as a liaison between Arrow’s internal resources (field sales, engineering, supplier marketing, manufacturing facilities, purchasing and other corporate departments), vendor resources and customers.
Demonstrates a proactive approach and sense of urgency on our customers’ behalf, anticipates our customers’ requirements and communicates efforts in a timely and effective manner.
Drives sales growth through new customer rebuilding of underpenetrated and neglected relationships.
Focuses on growing and developing new business; proactively calls and engages partners to grow sales for assigned accounts.
Identifies, enables and develops high-potential and non-repeat partners.
Generates leads and follows-up on leads obtained through suppliers and Arrow internal sources.
Qualifies prospects, analyzes sales potential, and then prioritizes high-return opportunities for further attention/investment.
Leverages Arrow and vendor programs and promotions to progress a transaction through the sales cycle.
Manages vendor special pricing programs including; submissions for pricing request and any data or program dependencies, tracking requests for approval, logging of all submissions and results, and notification to the customers of any outstanding or expiring requests.
Involves other resources (field, brand, engineering, financing, vendor, etc) to address issues.
May use resources such as salesforce.com to accomplish job duties.