Microsoft Channel Manager - East Territory

Position: Microsoft Channel Manager - East Territory Job Description

Arrow is seeking a Microsoft Channel Manager to build, scale, and monetize Microsoft-focused partner practices. This role is ideal for a hands‑on channel operator who thrives at the intersection of partners, Microsoft, and Arrow’s cloud platform, and who enjoys turning strategy into execution.

You will work directly with Microsoft‑aligned partners to develop repeatable practices, enable sales and technical teams, execute joint go‑to‑market motions, and drive measurable revenue growth across Azure, Modern Work, Security, and Business Applications.

This is not a pure account management role. It is an operator role—owning outcomes, activating partners, and building momentum in the field.

• Act as the primary Microsoft channel operator for a defined set of partners and regions
• Help partners build and scale Microsoft practices
  , including:
  • Solution focus and differentiation
  • Sales plays and offer packaging
  • Technical readiness and certifications
  • Marketplace and co‑sell readiness
• Enable partner sales and technical teams through:
  • Sales plays, GTM workshops, and field enablement sessions
  • Microsoft solution positioning and value articulation
  • Deal qualification and pipeline hygiene best practices

• Design and execute joint GTM motions with partners and Microsoft, including:
  • Campaigns, events, and account‑based motions
  • Azure consumption growth initiatives
  • Marketplace‑led and incentive‑aligned motions
• Manage and activate Microsoft and Arrow marketing programs
  , including:
  • MDF planning, execution, and ROI tracking
  • Field events, webinars, and partner‑led campaigns

• Drive new pipeline creation and revenue growth by:
  • Identifying under‑penetrated partner and customer accounts
  • Aligning partner offerings to Microsoft priorities and incentives
  • Supporting deal progression from qualification through close
• Partner closely with Microsoft field sellers to:
  • Align on accounts and workloads
  • Support co‑sell motions and opportunity visibility
  • Ensure Arrow and partner value is clear in every deal

• Coordinate internal Arrow resources across:
  • Cloud sales
  • Technical enablement
  • Marketing
  • Marketplace and operations
• Serve as the quarterback for partner success—driving cadence, accountability, and execution

• 6+ years in channel sales, partner management, or ecosystem roles
• Proven experience selling with and through partners
• Strong background in Microsoft cloud solutions
  , including Azure, Modern Work, Security, or Business Applications
• Demonstrated success driving pipeline, consumption, and revenue
  , not just activity

• Strong consultative selling and problem solving mindset
• Experience enabling both sales and technical audiences
• Comfortable navigating complex partner ecosystems
• Process‑oriented with strong CRM discipline and forecasting accuracy
• Able to translate strategy into repeatable, scalable execution

• Self‑starter with high ownership mentality
• Coachable and collaborative
• Gritty, resilient, and execution‑focused
• Analytical thinker with strong business judgment
• Team‑oriented leader who builds trust across organizations

• Bachelor’s degree preferred
• Equivalent relevant experience considered
• Microsoft partner 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 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
• Discounted RTD Passes, with convenient office location off RTD Light Rail (Dry Creek Exit)
• On‑site Café with…