Job Description

The Channel Development Representative will focus on growing and developing new IBM business, as well as driving sales growth through rebuilding of underpenetrated accounts with immixGroup Customers.

Since 1997, government agencies have relied upon immixGroup to supply the technology products they want through the contract vehicles and business partners they prefer. Our knowledge of the government acquisition process, ISO-certified business processes, and relationships with hundreds of hardware and software vendors and solution providers ensure you get reliable access to the products you need to complete your mission goals. immixGroup is a division of  Arrow that was acquired in 2015. This division helps technology companies do business with the government.

What You Will Be Doing 

Responsible for the day-to-day sales support and customer service activities for IBM solutions. Focuses on growing and developing new business; proactively calls and engages partners to grow IBM sales for assigned accounts and rebuilding of underpenetrated and neglected relationships with Arrow customers.
Finds, enables and develops high-potential partners. Figures out and understands customers’ requirements for Arrow IBM 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.
Demand Generation and Customer Opportunity Support: Drives sales growth through new customer rebuilding of underpenetrated and neglected relationships. Focuses on growing and developing new IBM business; proactively calls and engages partners to grow IBM sales for assigned accounts. Identifies, enables and develops high-potential and non-repeat partners.
Leverages Arrow and vendor programs and promotions to progress a transaction through the sales cycle. Manages IBM 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.
This job profile requires the assignment and participation in a sales compensation plan.  A part of OTE will be variable and tied to specific sales-related goals as set forth by Arrow.

What We Are Looking For 

4-year degree and a minimum of 5 years related experience; or equivalent work experience
Federal Government sales experience in any information technology/computer supplier (Dell, HPE etc.) is desirable
IBM experience is desirable
Self-Driven individuals with superior verbal and written communication skills
Proven history of strong customer service and work ethic
Creative and impressive critical thinking skills
Business planning skills
Background in storage sales is a nice to have

What’s In It for You

At immixGroup, an Arrow company, 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
Health Savings Account (HSA)/Health Reimbursement Account (HRA) Options
Short-Term/Long-Term Disability Insurance
Wide Variety of Growth Opportunities