Channel Development Representative - Palo Alto

Arrow Enterprise Computing Solutions; United States; Hybrid; USD 90,000 - 130,000; Full time

Benefits offered by this job

Medical Insurance

401k Matching

Disability Insurance

HSA/HRA Options

Paid Time Off

Tuition Reimbursement

Growth Opportunities

Transit Discounts

Job summary

Arrow Enterprise Computing Solutions is seeking a Channel Development Representative in Palo Alto. The role focuses on sales support, customer service, and growing new business within assigned accounts and territory. You will collaborate with internal teams and vendors to translate offerings into customer value.

The position requires 5–7 years in IT sales, a 4-year degree, and cybersecurity experience. It is a hybrid role with office days in Panorama and remote work options for other states,

Qualifications

• 5-7 years of related experience in IT sales channel
• Experience selling cybersecurity solutions is strongly preferred
• Requires ability to work independently and guide junior staff

Responsibilities

• Provide day-to-day sales support and customer service for assigned accounts/territory/products
• Grow and develop new business; rebuild underpenetrated relationships with Arrow customers
• Qualify prospects, analyze sales potential, and prioritize high-return opportunities
• Process quotes and assist with orders; coordinate with internal and vendor resources to close deals

Skills

IT Sales Channel Experience

Cybersecurity Solutions Experience

Problem Solving

Independent Worker

Sales Process

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:

• 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