Field Sales Manager

Arrow Enterprise Computing Solutions; United States; Remote; USD 120,000 - 180,000; Full time

Benefits offered by this job

Fully Remote work

Job summary

Arrow Enterprise Computing Solutions is seeking a Field Sales Manager to lead a seven-person Channel Manager team, shaping Microsoft's partner ecosystem and accelerating partner growth. You will coach, mentor, and develop talent, align go-to-market plans, and drive pipeline while focusing on measurable outcomes, partner success, and organizational impact.

This fully remote role requires influencing across many groups and traveling to Arrow offices as needed, with a focus on building a

Qualifications

• Experience leading customer-facing, partner-facing, or technical sales organizations.
• Strong business acumen with GTM, partner growth and measurable outcomes.
• Proven ability to influence across organizations without formal authority.
• Detail-oriented operator with organizational skills and follow-through.
• Robust sales cadence, pipeline forecasting, and execution against targets.
• People-centric servant leader focusing on coaching and team growth.
• Open, direct communicator building trust and clear expectations.
• Proven sales leadership with cloud and subscription services.
• Channel experience managing and growing partner ecosystems.

Responsibilities

• Build a high-performing Channel Manager team and coach them.
• Guide partners to grow Microsoft cloud businesses through readiness, positioning, planning, and pipeline development.
• Influence across organizations to align priorities and accelerate partner outcomes.
• Define success by measurable business outcomes and data-driven decisions.

Skills

Channel Management

Partner Ecosystem

Cloud & Subscriptions

Go-to-Market Strategy

Pipeline & Forecasting

Leadership & Coaching

Stakeholder Collaboration

Communication

Job description

Field Sales Manager

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.

Lead a Team That Shapes Microsoft's Partner Ecosystem

We're looking for an exceptional leader to build, inspire, and develop a team of Channel Managers who help Microsoft partners accelerate growth.

This isn't a traditional people management role. It's an opportunity for a coach, strategist, and builder to lead one of Microsoft's most impactful partner-facing organizations.

You’ll lead a team of seven Channel Managers to help partners build differentiated go-to-market strategies, generate pipeline, and accelerate customer success.

Success isn't measured by activity – it's measured by the growth of your people, the success of our partners, and the business impact your team creates.

What You'll Be Doing

Develop Exceptional Talent

Your first priority is building a high-performing team.

You’ll coach, mentor, and inspire experienced Channel Managers, helping them expand their business acumen, technical credibility, and leadership skills. You’ll foster a culture of accountability, innovation, inclusion, and continuous learning while creating meaningful career growth opportunities for every team member.

Drive Partner Success

You’ll guide your team in helping partners build successful Microsoft cloud businesses through technical readiness, solution positioning, joint business planning, go-to-market strategy, and pipeline development.

You’ll encourage new ideas, scalable engagement models, and AI-enabled ways of working that increase the impact of both your team and our partners.

Lead Through Influence

This role succeeds through relationships, not hierarchy.

You’ll work across Microsoft Sales, Partner Development, Channel Management, Solution Architects, Customer Success, Marketing, Engineering, and executive partner stakeholders to align priorities, remove obstacles, and accelerate partner outcomes.

You’ll also be a visible advocate for your team, ensuring Channel Managers have the support, relationships, and opportunities needed to maximize their impact.

Build a High-Performing Organization

You’ll define success through measurable business outcomes, use data to guide decisions, simplify processes, and continuously improve how the organization operates.

You’ll constantly ask how to make the team more effective, more innovative, and more valuable to partners.

What You’ll Bring

• Experience leading high-performing customer-facing, partner-facing, technical sales, solution consulting, partner success, or similar organizations.
• Strong business acumen with experience driving go-to-market strategy, partner growth, and measurable business outcomes.
• Success influencing leaders and collaborating across multiple organizations without relying on formal authority.
• Detail-oriented operator with strong organizational skills and consistent follow-through.
• Demonstrated ability to apply a robust sales cadence and business rigor, including pipeline management, forecasting discipline, and execution against targets.
• People-oriented "servant leader" who focuses on results while prioritizing coaching, employee development, and team growth.
• Open, direct, and honest communicator who builds trust through transparency and clear expectations.
• Proven sales acumen and experience leading a sales team, with a track record of driving performance and accountability.
• Prior experience with cloud and subscription services.
• Channel experience required, including managing and growing performance through partner ecosystems

Preferred Qualifications

• Experience within the Microsoft partner ecosystem.
• Experience with the Microsoft Cloud Solution Provider (CSP) channel.
• Familiarity with Microsoft partner programs, incentives, co-sell, and marketplace-led growth.
• A proven track record of coaching experienced professionals and building inclusive, high-performing teams.

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
• 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 technolog