Channel Manager - HPE Federal

Arrow Electronics; McLean (VA); Hybrid; USD 152,000 - 180,000; Full time

Benefits offered by this job

Health Insurance

Dental Insurance

Vision Insurance

401k Matching

Disability Insurance

HSA/HRA Options

Paid Time Off

Tuition Reimbursement

Growth Opportunities

Job summary

Arrow Electronics is seeking a seasoned Channel Manager for the U.S. Public Sector to drive growth with HPE Federal and networking portfolios. You will manage partner relations, build joint business plans, and accelerate revenue through strategic GTM initiatives across federal, defense, and SLED markets.

You will engage resellers, SI partners, and OEMs, leveraging Salesforce CRM and market insights to expand footprint and profitability. Hybrid work arrangement offered in McLean, VA.

Qualifications

• Experience with federal reseller partners, systems integrators, and OEMs.
• Strong knowledge of Federal and SLED procurement processes and contract vehicles.
• Ability to develop and execute partner business plans and GTM strategies.
• Proven ability to build executive-level relationships across partner and vendor orgs.
• Experience with HPE or similar infrastructure networking is preferred.
• Proficient in Salesforce CRM and channel reporting.

Responsibilities

• Lead assigned HPE public sector channel partners to drive growth and pipeline.
• Develop expertise across HPE portfolio including GreenLake and Aruba networking.
• Build executive relationships within partner organizations from C-level to operations.
• Recruit and onboard federal partners aligned to growth objectives.
• Create and execute joint business plans with revenue targets and marketing activities.
• Leverage immixGroup and Arrow services to boost partner profitability.
• Coordinate with sales, marketing, and channel teams on investments and activities.
• Drive partner enablement through training and solution-focused plays.
• Coordinate joint business development with agencies and stakeholders.
• Forecast and report pipeline with accountability and metrics.

Skills

Public sector sales

Partner management

Federal procurement

Go-to-market strategy

Executive relationships

Forecasting & reporting

Communication & negotiation

Industry trends

Tools

Salesforce CRM

Forecasting tools

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.

Position

Channel Manager - HPE Federal

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.

Role Overview

immixGroup is seeking a dynamic and knowledgeable HPE Federal Channel Manager to drive growth, partner engagement, and market development across the HPE and HPE Networking portfolio within the U.S. Public Sector. This role is responsible for developing strategic relationships with federal reseller partners, systems integrators, and HPE stakeholders to accelerate revenue growth, expand market share, and execute partner-led go-to-market initiatives across Federal, Defense, Intelligence, and SLED markets.

The ideal candidate will possess a strong understanding of federal procurement, channel strategy, partner enablement, and HPE's infrastructure, networking, hybrid cloud, and as-a-service solutions.

What You’ll Be Doing

• Serve as the primary business leader for assigned HPE and HPE Networking public sector channel partners, driving pipeline growth, revenue attainment, and market expansion.
• Develop expertise across HPE's portfolio, including compute, storage, networking, hybrid cloud, AI infrastructure, GreenLake, and HPE Aruba Networking solutions.
• Build and maintain strong executive, sales, and technical relationships within partner organizations, engaging stakeholders from C-level executives to operational teams.
• Identify, recruit, onboard, and develop strategic federal reseller and systems integrator partners aligned to HPE's public sector growth objectives.
• Create and execute joint business plans with partners that include revenue targets, pipeline development initiatives, marketing activities, training plans, and executive engagement strategies.
• Leverage immixGroup and Arrow value-added services, resources, and programs to improve partner capabilities, increase partner profitability, and accelerate solution adoption.
• Collaborate closely with HPE Federal sales leadership, account managers, channel teams, solution architects, and marketing organizations to align partner investments and sales activities with strategic federal opportunities.
• Drive partner enablement through training, certifications, workshops, and solution-focused sales plays designed to increase partner competency and HPE market share.
• Facilitate partner engagement around key federal contract vehicles, agency-specific procurement strategies, and public sector buying programs.
• Coordinate joint business development activities between immixGroup, HPE, and partners, including agency engagements, partner events, executive briefings, and demand-generation activities.
• Work closely with immixGroup contracts, sales operations, and business development teams to maximize partner utilization of government contract vehicles and public sector procurement opportunities.
• Partner with finance and sales leadership to identify growth opportunities, accelerate deal velocity, and maximize profitability across the HPE portfolio.
• Provide accurate forecasting, pipeline management, and business reporting while maintaining accountability for assigned growth objectives and partner performance metrics.
• Monitor federal market trends, agency priorities, competitive activity, and emerging technology initiatives to identify opportunities for partner growth and market differentiation.

What We Are Looking For

• 8+ years of experience in public sector channel sales, partner management, business development, or enterprise technology sales.
• Proven success working with federal reseller partners, systems integrators, distribution partners, and OEM organizations.
• Experience supporting or selling HPE, HPE Aruba Networking, or comparable infrastructure and networking technologies is highly preferred.
• Strong understanding of Federal and SLED procurement processes, contract vehicles, acquisition strategies, and compliance requirements.
• Experience developing and executing partner business plans, go-to-market strategies, and revenue growth initiatives.
• Demonstrated ability to build executive-level relationships and influence stakeholders across partner and vendor organizations.
• Strong understanding of federal technology trends, including cloud, AI, infrastructure modernization, networking, cybersecurity, and as-a-service consumption models.
• Excellent communication, presentation, negotiation, and relationship management skills.
• Ability to analyze pipeline performance, identify growth opportunities, and execute strategic account plans.
• Proficiency with Salesforce CRM, forecasting tools, and channel performance reporting.
• Self-motivated with the ability to work independently while collaborating effectively across sales, marketing, technical, and partner organizations.

This role will perform work covered by International Traffic in Arms Regulations. Viable candidates for this position must be eligible for an export license or be a U.S. Person (which includes but is not limited to U.S. citizens or nationals, lawful permanent residents, refugees, and asylees).

Work Arrangement

Hybrid: 2 days in office/3 days remote

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
• And more!
  

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

$151,600.00 - $180,403.61

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-VA-McLean, Virginia (Westpark Dr)

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)

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.