Position:Services Sales Representative
Job Description:Position SummaryArrow ECS is seeking a highly motivated, consultative, and results-driven Services Sales Representative to drive the growth of Professional Services, Managed Services, and Support Services through our channel partner ecosystem.
The Services Sales Representative will identify, develop, qualify, and close services opportunities while partnering with account executives, vendor partners, solution architects, and delivery teams to create comprehensive customer solutions. This individual will help partners grow recurring services revenue by positioning Arrow's portfolio across Modern Infrastructure, Security, Cloud, Data & AI, and Hybrid IT solutions.
The ideal candidate has a proven track record of selling technology services through channel partners, developing long-term strategic relationships, and consistently exceeding revenue and profitability objectives.
What You Will Be Doing Business Development & Pipeline Management - Identify, prospect, and qualify new services opportunities within existing and prospective channel partners.
- Develop and maintain a healthy pipeline of Professional Services, Managed Services, and Support Services opportunities.
- Create and execute partner account plans focused on recurring revenue growth.
- Drive services attachment to infrastructure, cloud, security, software, and hardware opportunities.
- Develop multi-year services roadmaps that help partners expand customer adoption and lifecycle value.
Consultative Solution Selling - Conduct business discovery to understand customer objectives, operational challenges, and technical requirements.
- Position outcome-based solutions that align Arrow's services portfolio with customer business goals.
- Collaborate with solution architects, engineering, and delivery teams to develop Statements of Work (SOWs), service proposals, and pricing strategies.
- Present compelling value propositions focused on business outcomes, operational efficiency, risk reduction, and return on investment (ROI).
- Effectively manage complex sales cycles and overcome customer objections through consultative selling techniques during in field co-selling with customers.
Managed Services & Recurring Revenue Growth - Drive adoption of recurring managed services including cloud operations, infrastructure management, security services, lifecycle support, and customer success offerings.
- Increase Annual Recurring Revenue (ARR), Monthly Recurring Revenue (MRR), and managed services contract growth.
- Identify opportunities for renewals, cross-sell, upsell, and expansion throughout the customer lifecycle.
- Help partners transition customers from project-based engagements to recurring managed services relationships.
Channel Partner Development - Build trusted advisor relationships with executives, sales leaders, technical teams, and business owners within channel partners.
- Develop joint business plans that align partner growth objectives with Arrow's services portfolio.
- Conduct Quarterly Business Reviews (QBRs) and pipeline reviews with strategic partners.
- Support partner enablement through training, best practices, and go-to-market planning.
- Collaborate with vendor partner organizations to develop joint opportunities and maximize available sales programs and funding.
Sales Execution - Own the complete sales lifecycle from prospecting through opportunity qualification, proposal development, negotiation, contract execution, and renewal.
- Negotiate service agreements, Statements of Work (SOWs), and Master Services Agreements (MSAs) when appropriate.
- Coordinate cross-functional teams to ensure successful solution design and customer engagement.
- Consistently achieve or exceed bookings, revenue, gross profit, and recurring revenue objectives.
Customer Success & Relationship Management - Build long-term customer and partner relationships that drive retention and expansion.
- Partner with delivery and customer success teams to ensure successful onboarding, adoption, and ongoing satisfaction.
- Proactively identify expansion opportunities through regular business reviews and strategic account planning.
- Serve as a trusted advisor throughout the customer lifecycle.
Forecasting & Business Operations - Maintain accurate pipeline management and opportunity tracking using Salesforce CRM.
- Provide reliable monthly, quarterly, and annual sales forecasts.
- Track key performance indicators including bookings, revenue, gross profit, services attach rate, renewal rates, and recurring revenue growth.
- Deliver business insights and pipeline updates to leadership.
Continuous Learning - Maintain expertise across Arrow's services portfolio and strategic technology vendors.
- Stay current on cloud, cybersecurity, AI, infrastructure, and managed services market trends.
- Continuously develop consultative sales, negotiation, and executive presentation skills.
- Mentor junior sales professionals and share best practices across the organization.
What We Are Looking For - Minimum of 5 years of experience selling Professional Services, Managed Services, or Support Services within the IT channel, distribution, systems integrator, VAR, MSP, or technology solutions environment.
- Demonstrated success selling services through channel partners and managing complex sales opportunities.
- Proven history of consistently achieving or exceeding sales quotas.
- Experience developing recurring revenue opportunities including managed services, subscriptions, renewals, and lifecycle services.
- Strong consultative and solution-selling skills with the ability to engage technical and executive stakeholders.
- Experience collaborating with solution architects, engineering, and delivery teams to develop customer solutions.
- Working knowledge of enterprise technologies including cloud, cybersecurity, infrastructure, virtualization, storage, networking, and data platforms.
- Experience with Salesforce CRM or similar sales management platforms.
- Strong business acumen including pricing, profitability, margin management, and forecasting.
- Excellent presentation, negotiation, communication, and relationship-building skills.
Preferred Qualifications - Experience working with technology vendors such as Microsoft, AWS, VMware, Palo Alto Networks, NetApp, Red Hat, Cisco, Dell Technologies, or similar strategic partners.
- Knowledge of managed services frameworks, ITIL concepts, cloud operations, or security operations.
- Experience with strategic account planning, partner enablement, and executive-level business reviews.
- Familiarity with consultative sales methodologies such as Challenger, MEDDPICC, Miller Heiman, or Solution Selling.
Work ArrangementFully Remote: Must be able to travel to an Arrow office location as requested by Arrow leadership.
Travel - Ability to travel approximately 25%-50% to support partner engagement, customer meetings, industry events, and business development activities.
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.)
Annual Hiring Range/Hourly Rate:$138,900.00 - $240,000.00 OTE
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. Internal candidates who have current pay within or above the hiring range are still encouraged to apply if interested.
Location:US-CO-Colorado (Remote Employees)
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:All Arrow job postings are for existing job vacancies. 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.
