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Channel Manager
Arrow Electronics. Own and execute the HPE West SLED growth strategy, driving revenue, profitability, and market share across public sector accounts and partners.
Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates expertise in driving revenue and market share growth within the public sector, leveraging strong relationships with partners and stakeholders. Proficient in developing strategic account plans and executing partner growth strategies across HPE's diverse portfolio, including Compute, Storage, Networking, and Hybrid Cloud solutions.
Highest-signal resume keywords
Channel Sales ExperiencePublic Sector Ecosystem KnowledgeHPE Solutions ExpertisePartner Growth Strategy DevelopmentSalesforce.com Proficiency
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Business DevelopmentForecastingPipeline ManagementNegotiationStrategic PlanningMarket Intelligence AnalysisPublic Sector Procurement KnowledgeHPE GreenLake SolutionsAruba NetworkingHybrid Cloud Solutions
Soft Skills
Presentation SkillsExecutive CommunicationSelf-Motivated LeadershipResults-Oriented MindsetCollaboration
Tools & Technologies
Salesforce.comHPE ProgramsPartner Ecosystem ToolsMarket Development InitiativesExecutive Reporting Tools
Industry Keywords
Public SectorState GovernmentLocal GovernmentEducationHealthcareCooperative PurchasingChannel IncentivesIndirect Sales ChannelsPartner EnablementGrowth Strategy
Tech Stack
Tools & technologiesCloudSFDC
About the role
Key responsibilities & impact- Own and execute the HPE West SLED growth strategy, driving revenue, profitability, and market share across public sector accounts and partners.
- Serve as Arrow's primary HPE SLED business leader for the Western region.
- Develop strategic account and partner plans aligned with HPE priorities, incentives, and growth initiatives.
- Drive adoption across HPE's portfolio, including Compute, Storage, Networking (Aruba), Hybrid Cloud, GreenLake, AI, Security, and Services.
- Build trusted relationships with HPE field leadership, partner account managers, solution architects, and public sector sellers.
- Identify, recruit, enable, and develop strategic reseller partners focused on SLED and Healthcare opportunities.
- Lead pipeline generation activities including partner business planning, campaigns, executive briefings, workshops, and market development initiatives.
- Collaborate with Arrow's public sector, solution engineering, marketing, and contracts teams to develop comprehensive solutions addressing public sector customer needs.
- Provide competitive market intelligence, customer insights, procurement trends, and partner feedback to internal stakeholders and HPE leadership.
- Influence and support large strategic opportunities through the sales cycle, including deal strategy, positioning, and executive engagement.
- Drive partner participation in HPE programs, certifications, incentives, solution specializations, and enablement initiatives.
- Develop and maintain accurate forecasting, pipeline management, and executive reporting.
- Represent Arrow and HPE at industry events, partner conferences, customer engagements, and public sector associations throughout the region.
Requirements
What you’ll need- Bachelor's degree or equivalent experience.
- 8-10+ years of channel sales, business development, or supplier management experience.
- 5+ years supporting or selling HPE solutions, with demonstrated knowledge across multiple HPE portfolio areas.
- Proven success working within the public sector ecosystem, including State Government, Local Government, Education, Healthcare, or Cooperative Purchasing organizations.
- Strong understanding of public sector procurement, contract vehicles, funding sources, and buying cycles.
- Experience building and executing partner growth strategies through distribution and indirect sales channels.
- Demonstrated success collaborating with executive leadership, sales teams, and strategic partners.
- Strong knowledge of HPE programs, partner ecosystem, channel incentives, and go-to-market motions.
- Experience with HPE GreenLake, Aruba Networking, Compute, Storage, AI, and Hybrid Cloud solutions preferred.
- Excellent presentation, negotiation, business planning, and executive communication skills.
- Ability to analyze business performance, identify growth opportunities, and execute strategic initiatives.
- Strong Salesforce.com and forecasting discipline.
- Self-motivated, results-oriented leader with the ability to work independently in a fast-paced environment.
- Ability to manage multiple priorities while maintaining a strong focus on execution and measurable outcomes.
- Due to contractual requirements with the federal government, viable candidates must be US citizens.
Benefits
Comp & perks- 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
- Competitive financial compensation
- Various compensation plans