Microsoft Channel Manager - East Territory

Microsoft Channel Manager - East Territory

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
  Cross‑Functional Leadership
  • 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
  Core Experience
  • 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
  Operator Skillset
  • 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
  Personal Attributes
  • 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
  Experience / Education
  • Bachelor’s degree preferred
  • Equivalent relevant experience considered
  • Microsoft partner ecosystem experience strongly preferred
  Work Arrangement

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

  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
  • Discounted RTD Passes, with convenient office location off RTD Light Rail (Dry Creek Exit)
  • On‑site Café with Catering Option for Busy Lifestyles
  • 24/7/365 On‑site Gym and Lockers, Free for Use to All Employees!
  • Bike Racks
  • And more!
  Annual Hiring Range / Hourly Rate

  $ - $

  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‑CO‑Denver, Colorado (Panorama Arrow Building)

  Remote work employees may be required to be present at the closest designated Arrow office for work‑related purposes, at the Company’s request and sole discretion.

  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)