Channel Manager - BMC Software

Arrow Electronics; Remote; USD 115,000 - 125,000; Full time

Job summary

A technology solutions provider is seeking a Channel Manager focused on BMC Software. This role involves day-to-day sales support and customer service within the Enterprise Computing Solution group. The successful candidate will engage with customers, generate leads, and support partner recruitment while demonstrating strong channel sales experience. Competitive compensation and benefits are provided, with a focus on professional growth opportunities.

Benefits

Medical, Dental, Vision Insurance

401(k) with Matching Contributions

Tuition Reimbursement

Paid Time Off

Growth Opportunities

Qualifications

• Minimum 2 years of experience with BMC Software products.
• Experience collaborating with software vendor sales teams.
• Knowledge of the US market/territories.

Responsibilities

• Proactively call and engage with existing and new customers.
• Support partner recruitment aligned to BMC's strategy.
• Generate leads and follow up on opportunities.

Skills

Channel Sales experience

Understanding of distribution-led partner enablement

Collaboration with software vendor sales teams

Problem-solving skills

Ability to work independently

Education

4-year degree or equivalent experience

Job description

Position: Channel Manager - BMC Software

Job Description

Arrow is seeking a Channel Manager - BMC Software. The ideal candidate will be responsible for the day-to-day sales support and customer service activities for assigned accounts, territory, or product(s) within the Enterprise Computing Solution (ECS) group of Arrow Electronics.

What You'll Be Doing

• Proactively calling and engaging with existing and new customers to grow sales and develop new business within your assigned territory.
• Proactively provide product information, and follow-up on quotes to close business for Arrow. Identify, enable and develop high‑potential and non‑repeat customers.
• Determine and understand your partners’ requirements for Arrow product offerings and services. Translate products and promotions into benefits for your customers. Serve as a liaison between Arrow’s internal resources (field sales, engineering, supplier marketing, manufacturing facilities, purchasing and other corporate departments), vendor resources, and your customer.
• Demonstrate a proactive approach and sense of urgency on our customers’ behalf, anticipate our customers’ requirements and communicate efforts in a timely and effective manner.
• Demand Generation and Customer Opportunity Support: Generate leads and follow-up on leads obtained through suppliers and Arrow internal sources. Qualify prospects, analyze sales potential, and then prioritize high‑return opportunities for further attention/investment.
• Leverage Arrow and vendor programs and promotions to progress a transaction through the sales cycle. Manage vendor special pricing programs including submissions for pricing requests and any data or program dependencies, track requests for approval, log all submissions and results, and notify customers of any outstanding or expiring requests. Involve other resources (field, brand, engineering, financing, vendor, etc.) to address issues.
• Quote and Order Preparation: Process 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.

For BMC‑specific responsibilities

• Support partner recruitment, onboarding, and activation aligned to BMC’s distribution‑led GTM strategy.
• Drive early‑stage pipeline creation with new partners in the enterprise automation and orchestration space.
• Translate BMC solution value (Control‑M, Helix, and related platforms) into clear partner benefits.
• Coordinate Executive‑First style engagements alongside Arrow and BMC leadership.

What We’re Looking For

• Minimum 2 years of experience working with BMC Software products, preferably Control‑M or the broader BMC portfolio.
• Understanding of distribution‑led partner enablement motions, onboarding, and pipeline development.
• Experience collaborating with software vendor sales teams and supporting joint GTM strategies.
• Ability to articulate BMC solution value to partners and help drive early pipeline development.
• Experience orchestrating internal and external resources across both Arrow and vendor ecosystems.
• Channel Sales experience required.
• Knowledge of the US market/territories.
• Solves complex problems; takes a new perspective using existing solutions.
• 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.

Experience / Education

• 8 years of related experience with a 4‑year degree; or 6 years and an advanced degree; or equivalent experience.

Work Arrangement

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
• 401(k), With Matching Contributions
• Tuition Reimbursement
• Paid Time Off (including sick, holiday, vacation, etc.)
• Health Savings Account (HSA)/Health Reimbursement Account (HRA) Options
• Growth Opportunities
• Short‑Term/Long‑Term Disability Insurance
• And more!

Annual Hiring Range/Hourly Rate

$115,800.00 ‑ $125,000.00 OTE

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)

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.