Channel Development Representative - Palo Alto

Arrow Electronics; Bismarck (ND); Hybrid; USD 101,000 - 140,000; Full time

Benefits offered by this job

Medical, Dental, Vision Insurance

401k with matching

Short/Long-Term Disability

HSA/HRA options

Paid Time Off

Tuition Reimbursement

Growth Opportunities

Employee discounts

On-site gym

Bike racks

Job summary

Arrow Electronics is seeking a Channel Development Representative for the Palo Alto area. You will support day-to-day sales activities, nurture underpenetrated relationships, and drive growth with partners and customers.

The role involves coordinating with field sales, engineering, and vendor teams to close opportunities. You will leverage vendor programs and Salesforce to manage pricing, quotes, and orders while contributing to a dynamic sales compensation plan.

Qualifications

• Typically requires 5–7 years of related experience with a 4 year degree; or 3 years and an advanced degree; or equivalent work experience.
• Experience working in the IT sales channel is required.
• Experience selling cybersecurity solutions is strongly preferred.
• Requires in-depth knowledge and experience
• Solves complex problems; takes a new perspective using existing solutions
• Works independently; receives minimal guidance
• Acts as a resource for colleagues with less experience
• Represents the level at which career may stabilize for many years or even until retirement
• Contributes to process improvements
• Typically resolves problems using existing solutions
• Provides informal guidance to junior staff
• Works with minimal guidance

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.
• Demand Generation and Customer Opportunity Support: Drives sales growth through new customer rebuilding of underpenetrated and neglected relationships.
• Leverages Arrow and vendor programs and promotions to progress a transaction through the sales cycle.
• Quote and Order Preparation: Processes quotes for specified customers and/or quote revisions for mass price changes, program changes or part changes.
• 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.

Skills

IT sales channel

Cybersecurity solutions

Independent work

Problem solving

Mentorship/leadership

Salesforce

Education

Bachelor's degree

Tools

Salesforce

Job description

Position:

Channel Development Representative - Palo Alto

Job Description:

Why You'll Love This Role

Innovation happens when the right people, ideas, and technology come together. At Arrow, our Sales teams connect customers with the expertise, solutions, and global capabilities they need to move faster, solve complex challenges, and stay ahead of what's next.

Working across functions and technologies, you'll build lasting partnerships, deliver value beyond products, and help customers transform ideas into real-world solutions while growing your own career in a global technology organization.

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.

• Quote and Order Preparation: Processes quotes for specified customers and/or quote revisions for mass price changes, program changes or part changes. Prepare orders, from quote work if applicable, for submission based on receipt of the customers’ purchase orders ensuring that all required information for accurate processing is included.

• 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.

What We're Looking For

• Typically requires 5–7 years of related experience with a 4 year degree; or 3 years and an advanced degree; or equivalent work experience.

• Experience working in the IT sales channel is required.

• Experience selling cybersecurity solutions is strongly preferred.

• Requires in-depth knowledge and experience

• Solves complex problems; takes a new perspective using existing solutions

• Works independently; receives minimal guidance

• Acts as a resource for colleagues with less experience

• Represents the level at which career may stabilize for many years or even until retirement

• Contributes to process improvements

• Typically resolves problems using existing solutions

• Provides informal guidance to junior staff

• Works with minimal guidance

Work Arrangement

Hybrid: Tuesday, Wednesday, Thursday required office days for Panorama Office site; Monday, Friday-work from home.

For candidates in other states; Fully Remote: Must be able to travel to an Arrow office location as requested by Arrow leadership.

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!

#LI-EK1

About Arrow

We believe new technologies have the power to make life not only different, but better. At Arrow, we're helping make that future possible. We enable customers and suppliers to design and distribute technology around the world, connecting people, ideas, and innovation to solve real-world challenges. Guided by our purpose of making the benefits of technology accessible to all, we provide expertise, solutions, and connections that help shape what's next. As a global technology solutions provider, Arrow offers opportunities to learn, collaborate, and build a meaningful career while making an impact around the world.

Life at Arrow

At Arrow, we believe innovation starts with people. We create an environment where collaboration, curiosity, and continuous learning help our employees grow and make a meaningful impact every day. From your first day, you'll have opportunities to build new skills, work alongside talented teams around the world, and contribute to technology that helps shape a better future. Because when our people grow, innovation moves forward.

Annual Hiring Range/Hourly Rate:

$101,200.00 - $140,252.82

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-Denver, Colorado (Panorama Arrow Building)

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) (https://arrowelectronic.navexone.com/content/docview/?docid=516&app=pt&source=unspecified&public=true)

All Arrow job postings are for existing job vacancies . We anticipate this requisition will be open for a minimum of five days, though it may be open for a longer period of time. We encourage your prompt application.

In any materials you submit, you may redact or remove age-identifying information such as age, date of birth, or dates of school attendance or graduation. You will not be penalized for redacting or removing this information.

Arrow Electronics, Inc.'s policy is to provide equal employment opportunities to all qualified employees and applicants without regard to race, color, religion, age, sex, marital status, gender identity or expression, sexual orientation, national origin, disability, citizenship, veran status, genetic information, or any other characteristics protected by applicable state, federal or local laws. Our policy of equal employment opportunity and affirmative action applies to all employment decisions personnel policies and practices, or programs.