Channel Development Representative - IBM Software

Position: Channel Development Representative - IBM Software Job Description: Operating as part of our Sales team, our Channel Development Representative is primarily responsible for delivering profitable sales results by identifying and focusing on new accounts and growing under-penetrated customers within the small to mid-size markets within an assigned sales territory. This role focuses on building and maintaining influential customer and supplier business relationships by staying abreast of current and future industry policies, practices, products, trends, technology, and information affecting their territory. The Channel Development Representative will negotiate skillfully in challenging situations with internal and external customers and can win concessions without damaging relationships. The Channel Development Representative will use their relationship and trust leverage with other parties to gain more profit and revenue for the company. The Channel Development Representative will drive sales growth through new customer acquisition and rebuilding of underpenetrated and neglected relationships with Arrow customers. This position will generate leads and follow-up on leads obtained through digital campaigns, market intelligence, suppliers and Arrow internal sources. Builds influential customer relationships by staying abreast of current and future industry and competitor products, trends, technology, and information. The CDR seeks to provide solutions by understanding what the customer is trying to accomplish - this position will call on customers, provide product information, and follow up on quotes to close business. This role also spends time in a needs analysis process to determine a prospect's fit with Arrow's products and services. The CDR coordinates resources to provide solutions and close sales opportunities. What you will be doing Demand Creation - Drives sales growth through new customer acquisition and rebuilding of underpenetrated and neglected relationships. Identifies and targets emerging areas for high growth, profit, and differentiation (e.g., fast growing, small to mid-size businesses). Generates leads and follows up on leads obtained through digital campaigns, market intelligence, and other sources. Qualifies prospects analyze sales potential and then prioritizes high-return opportunities for further attention/investment. Proactively surfaces opportunities to solve problems and create demand for Arrow's full range of solutions, products, and services. Sales Generation - Drives and creates their own opportunities and product selection within their territory by having a fundamental understanding of all of Arrow's solutions, matching those solutions to customer business needs. Grows profits and maximizes margins by solving the customer's business problems with value-added Arrow solutions. Negotiates skillfully in tough situations with customers and can win concessions while creating/maintaining good customer relationships. Presents a persuasive rationale for recommendations and solutions that support the sale. Understand the Arrow resources available and focus those resources at the appropriate time to close opportunities. Meets or exceeds quarterly sales targets. Product Knowledge/Consultation - Work with potential partners to create solutions for their needs and consult through recruiting. Listen attentively to consumer questions and emphasize products from Arrow's line card to highlight how they solve business problems. Research and understand our product line and be familiar with each product and technology category. Grow knowledge by studying technology categories and new products and participating in educational opportunities. Showcase the company's strengths and highlight our brand by talking exclusively about the characteristics that make our organization unique and the value we offer Sales Process-Facilitate the entire sales process from the initiation of the original call through the finalization of account set-up for each partner you recruit. Create a database of prospective partners and utilize Salesforce to manage and track progress. Track and report weekly, monthly and quarterly performance and sales metrics. Regularly follow up with leads. Collaborate with colleagues to respond to prospective partner questions. Present and deliver information to potential new customers via virtual platform (Teams). Consistent utilization of Salesforce so that information is readily accessible for forecasting, reference, and answering questions. Participate in regular meetings to discuss benchmarks and progress to targets. Relationships - Builds relationships by staying abreast of current and future industry and competitor products, trends, technology, and information. Must be able to converse with senior management and C-level/executive-level personnel. Develops and maintains broad, influential relationships with customers and Arrow colleagues. Collaborate with colleagues in supplier sales and technical roles to bring specific product and solution expertise. The goal is to become a trusted advisor to the customer. Work Arrangement: Fully In Office: Monday-Friday What we are looking for 0-4 years of sales experience Comfortable making cold calls and talking to new people all day Excellent verbal and written communication skills; the ability to call, connect and interact with potential customers Persuasive and goal-oriented Possesses an energetic, outgoing, and friendly demeanor Eager to expand the company with new sales, clients, and territories Self-motivated and self-directed Relentless in the desire to win accounts Able to multitask, prioritize, and manage time efficiently In-depth understanding of company services and its position in the industry Tenacity to handle rejection and continue on with a positive attitude when reaching next potential partner. Critical thinking skills Knowledge of the sales process from initiation to close Ability to work independently or as an active member of a team Previous experience in an outbound call center, inside sales experience, or related sales experience preferred Strong computer skills, including Microsoft Office Suite (Word, PowerPoint, Outlook, and Excel) and CRM/Salesforce experience preferred 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 Paid Time Off (including sick, holiday, vacation, etc.) Health Savings Account (HSA)/Health Reimbursement Account (HRA) Options Growth Opportunities Short-Term/Long-Term Disability Insurance Discounted RTD Passes, with convenient office location off RTD Light Rail (Dry Creek Exit) On-site Caf 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: $25.35 - $30.99 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) 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) We anticipate this requisition will be open for a minimum of five days, though it may be open for a longer period of time. We encourage your prompt application.