Microsoft Channel Manager – ISVs + Services

Position

Microsoft Channel Manager – ISVs Services

The Channel Manager — Microsoft ISV Solutions & Services is responsible for evangelizing, enabling, and activating Microsoft partners to sell Microsoft-aligned ISV solutions and to co‑create and hunt for ISV‑related services revenue. This role sits at the intersection of ISVs, Microsoft partners, and Arrow, driving solution adoption, pipeline creation, and high‑margin services opportunities.

This is a builder and hunter role—focused on enabling partners to position differentiated ISV solutions, attach advisory and implementation services, and bring integrated Microsoft ISV offers to market. The ideal candidate understands how Microsoft-centric ISV solutions win in the field and how partners monetize them through services.

• Evangelize Microsoft‑focused ISV solutions across the partner ecosystem, including solutions built on or integrated with Azure and Azure AI, Modern Work and Copilot, Security and data platforms
• Enable partners to understand ISV value propositions and differentiation, position ISV solutions within Microsoft workloads and customer outcomes, confidently sell ISV software alongside Microsoft licenses and consumption, and serve as the ISV solutions subject‑matter guide for partner‑facing teams

• Proactively hunt for ISV‑related services opportunities with partners, including advisory and assessment services, implementations and integrations, migrations, optimization, and managed services, and help partners build repeatable services motions around ISV solutions, not one‑off projects
• Collaborate with partners to identify whitespace accounts and workloads, package Microsoft ISV services offers, and drive higher‑margin, solution‑led revenue

• Design and execute joint GTM motions involving Microsoft‑aligned ISVs, partner sales and technical teams, Arrow internal sales and enablement resources
• Support pipeline creation by working backward from customer use cases, aligning ISV solutions to Microsoft priorities and incentives, and activating partners around specific vertical or workload plays

• Work closely with Microsoft stakeholders to stay aligned to solution priorities and field motions, support co‑sell and ecosystem‑led opportunities, and partner with ISVs to improve partner readiness and adoption, identify friction in partner selling motions, and accelerate partner‑driven growth through Arrow

• Coordinate internal Arrow resources across channel management, cloud and services sales, technical enablement, marketing and marketplace teams, serving as the quarterback across partners, ISVs, and internal teams to drive execution and results

• 6 years in channel management, ecosystem sales, or partner‑led GTM roles
• Strong experience working with Microsoft partners and ISVs aligned to Microsoft cloud workloads
• Proven success driving services‑led revenue alongside software sales

• Strong consultative selling and partner enablement skills
• Ability to connect ISV solutions to Microsoft workloads and customer outcomes
• Comfortable hunting for new opportunities with partners
• Process‑oriented with strong CRM and pipeline discipline
• Able to operate across multiple stakeholders without formal authority

• Builder mindset with strong ownership mentality
• Evangelist who can influence and activate partners
• Gritty, proactive, and execution‑focused
• Collaborative leader who thrives in ecosystem environments

• Bachelor’s degree preferred
• Equivalent relevant experience considered
• Microsoft and ISV ecosystem experience strongly preferred

Hybrid:
Tuesday, Wednesday, Thursday required office days for Panorama Office site;
Monday, Friday‑work from home.

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…