Channel Field Sales Manager
Position Overview
immixGroup is seeking a Manager of Channel Sales to lead the growth of our partner ecosystem in the Public Sector. This role involves managing, training, and coaching a team of Channel Managers who cover the VAR community, serving as a key relationship manager between Arrow/immixGroup and strategic technology suppliers.
Responsibilities
Develop and expand influential VAR/partner relationships to create preference for immixGroup on targeted opportunities.
Leverage existing relationships to expand the VAR ecosystem, recruit and onboard new partners, and strengthen current relationships through regular touchpoints and QBRs.
Own channel performance for assigned suppliers, driving revenue growth and profitability through partner engagement, pipeline health, and deal support.
Manage, train, and coach a team of Channel Managers, setting expectations and ensuring consistent execution against pipeline, bookings, and profitability goals.
Establish and maintain an operating rhythm for the team, including weekly team calls, biweekly 1:1s, and quarterly QBRs, and ensure consistent use of CRM, pipeline hygiene, and forecasting/reporting tools.
Oversee partner financial readiness by monitoring credit status, payment status, and contractual terms; coordinate with internal teams to resolve holds, adjust terms, and support on-time order processing.
Coach Channel Managers through ride-alongs, call participation, partner account planning, and opportunity strategy; set clear performance metrics and individual development plans aligned to VAR coverage and supplier priorities.
Design and execute channel programs, partner incentives, and enablement plans to accelerate adoption and improve win rates.
Build lasting relationships across Arrow selling groups and supplier teams to improve execution, remove friction, and maximize topline and bottom-line growth.
Develop the channel business plan and joint marketing plan supporting the go-to-market strategy, including measurable KPIs to drive pipeline, bookings, and market share.
Collaborate across Arrow functional areas to deliver the right combination of products, partner support, enablement, and processes that drives success with our selling groups and channel partners.
Drive execution by coordinating quarterly plans, partner activity, and stakeholder management with key constituents across departments to enable adoption of strategies and remove blockers.
Serve as the primary point of contact between Arrow/immixGroup and assigned suppliers, leading operating cadence (planning, QBRs), issue resolution, and alignment on priorities.
Partner with sales teams to enable navigation throughout SSG, drive sales of assigned suppliers/technologies to customers, and position Arrow appropriately with suppliers at both corporate and local levels.
Be a supplier advocate within Arrow.
Requirements
Bachelor’s degree
At least 10 years of combined experience in roles such as Supplier Manager, Account Manager, Vendor Relationship Manager, Channel Manager, or similar functions.
Experience supporting and understanding technology alliance solution suppliers.
People management experience, including hiring, onboarding, coaching, performance management, and developing sellers.
Experience selling to/working with the federal government as a distributor or within the IT Sales Channel.
Experience with federal contracting.
Ability to solve complex problems and contribute to process improvements.
Travel requirements: 25%
Qualifications
US citizen due to contractual requirements with the federal government.
Work arrangement: Hybrid (2 days in office/3 days work from home).
Benefits
Medical, Dental, Vision Insurance
401k with matching contributions
Short-Term/Long-Term Disability Insurance
Health Savings Account (HSA)/Health Reimbursement Account (HRA)
Paid Time Off (including sick, holiday, vacation, etc.)
Tuition Reimbursement
Growth Opportunities