Channel Sales Specialist - Palo Alto Networks

Arrow Electronics, Inc.

Position:

Job Description:

immixGroup has introduced Palo Alto Networks Channel Hybrid Roles to enhance partner engagement, streamline operations, and drive growth. These roles blend traditional channel management with direct sales strategies, ensuring better alignment between partners and Palo Alto Networks’ go-to-market objectives.

Key aspects of these hybrid roles include:

• Stronger Supplier and Partner Enablement – Providing partners with deeper technical and sales support.
• Revenue Growth Focus – Driving joint opportunities and accelerating deal closure.
• Strategic Alignment – Ensuring partners align with Palo Alto Networks' overall business goals.
• Enhanced Field Engagement – Working closely with both partners and Palo Alto’s field teams for better collaboration.

This approach empowers partners to be more self-sufficient while maintaining strong connections with Palo Alto Networks' internal teams, ultimately leading to greater success in the channel ecosystem.

What You'll Be Doing

• Responsible for the day-to-day sales support and customer service activities for assigned accounts, territory, or product(s). Focuses on growing and developing new business; proactively calls and engages partners to grow sales for assigned accounts and rebuilding of underpenetrated and neglected relationships with Arrow customers. This position will call on customers; provide product information, and follow-up on quotes to close business for Arrow. Identifies, enables and develops high-potential and non-repeat partners. Determines and understands customers’ requirements for Arrow product offerings and services. Translates products and promotions into benefits for a customer. Provides alternative products and solutions. Serves as a liaison between Arrow’s internal resources (field sales, engineering, supplier marketing, manufacturing facilities, purchasing and other corporate departments), vendor resources and customers. Demonstrates a proactive approach and sense of urgency on our customers’ behalf, anticipates our customers’ requirements and communicates efforts in a timely and effective manner.
• Demand Generation and Customer Opportunity Support: Drives sales growth through new customer rebuilding of underpenetrated and neglected relationships. Focuses on growing and developing new business; proactively calls and engages partners to grow sales for assigned accounts. Identifies, enables and develops high-potential and non-repeat partners. Generates leads and follows-up on leads obtained through suppliers and Arrow internal sources. Qualifies prospects, analyzes sales potential, and then prioritizes high-return opportunities for further attention/investment.
• Leverages Arrow and vendor programs and promotions to progress a transaction through the sales cycle. Manages vendor special pricing programs including; submissions for pricing request and any data or program dependencies, tracking requests for approval, logging of all submissions and results, and notification to the customers of any outstanding or expiring requests. Involves other resources (field, brand, engineering, financing, vendor, etc) to address issues. May use resources such as salesforce.com to accomplish job duties.
• Quote and Order Preparation: Processes quotes for specified customers and/or quote revisions for mass price changes, program changes or part changes. Prepare orders, from quote work if applicable, for submission based on receipt of the customers’ purchase orders ensuring that all required information for accurate processing is included.
• This job profile requires the assignment and participation in a sales compensation plan. A portion of OTE will be variable and tied to specific sales-related goals as set forth by Arrow.

What We're Looking For

• Experience working in the IT Sales Channel. Distribution experience is preferred.
• Experience working with cybersecurity OEMs in inside or outside sales.
• Strong experience and background working in the public sector space.
• Ability to solves complex problems and take a new perspective using existing solutions
• Works independently; receives minimal guidance
• Acts as a resource for colleagues with less experience
• Contributes to process improvements
• Typically resolves problems using existing solutions
• Provides informal guidance to junior staff

Due to contractual requirements with the federal government, viable candidates must be US citizens

Experience / Education
Typically requires 5–7 years of related experience with a 4 year degree; or 3 years and an advanced degree; or equivalent work experience.

Work Arrangement

Hybrid: 3 days in office/2 days remote

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

• 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

• And more!

#LI-EK1

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:

Time Type:

Job Category:

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.

In any materials you submit, you may redact or remove age-identifying information such as age, date of birth, or dates of school attendance or graduation. You will not be penalized for redacting or removing this information.