Partner Enablement Lead

About the role

Arrow ECS, part of Arrow Electronics, delivers value-added distribution, business consulting and channel enablement services to technology manufacturers and their channel partners. The Partner Enablement Lead builds and leads the Partner Enablement Team, owns the partner onboarding programme end-to-end and acts as the main voice of partners to Product Management, driving adoption, activation and readiness at scale.

Key responsibilities

• Build and manage the Partner Enablement function, including onboarding programmes, demo environments, enablement kits, qualification frameworks and onboarding waves.
• Own the onboarding pipeline for pilot partners, covering qualification, routing, capacity planning, wave management and Day-30 activation follow-up.
• Drive the enablement cadence through regional webinars, release-driven training and certifying partners as "Sales Portal Ready".
• Manage escalations and strategic partner engagements, including complex onboarding projects, custom integrations and product discussions.
• Turn partner feedback, product requests, bugs, adoption blockers and churn drivers into regular reports for Product Management.
• Support Arrow Sales through office hours, advanced customer demonstrations and maintenance of competitive and sales enablement materials.
• Lead, coach and develop a team of Partner Enablement Specialists, setting objectives and tracking KPIs.
• Prepare the organisation for General Availability with self-service onboarding, scalable operating models and partner conversion campaigns.

Required profile

• 6-10 years of experience in Partner Enablement, Customer Success, Channel Management, Pre-Sales or related SaaS/IT environments.
• Proven track record leading onboarding, adoption or partner success programmes at scale.
• Previous people management experience coaching and developing small teams.
• Strong executive presence and data-driven, organised approach in fast-paced launch environments.
• Fluent in English and French; distribution, channel or Arrow experience is an advantage.

Required skills

• CRM platforms such as Salesforce, HubSpot or Microsoft Dynamics, preferably as a power user or administrator.