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Field Channel Sales Manager

2 months ago

Austin, Texas, United States SolarWinds Full time

Your Role:

SolarWinds is seeking a seasoned field channel sales manager to drive revenue growth through a network of existing and new channel partners.

This individual contributor will focus on targeting, recruiting, and activating North America partners, including DMRs, Services Partners, and Regional VAR/SIs. This role plays a critical feeder function into our core Channel Account Managers.

Collaborating with the SolarWinds sales organization, you will work to exceed monthly, quarterly, and annual channel objectives through a committed set of channel partners.

The ideal candidate should possess:

  • Experience in acquiring net new logos and expanding existing relationships.
  • Knowledge of software sales, preferably in the monitoring space.
  • A deep understanding of channel partner dynamics, including attracting, recruiting, onboarding, enabling, and passing partners to core teams.
  • Proficiency in sales process and engagement models, such as solution selling and strategic selling.
  • Able to demonstrate experience in driving business growth and improving operational efficiency.
  • Excellent negotiation skills, maximizing value for customers, partners, and the company.

Your Impact:

  • Optimize current partner relationships, prioritize new opportunities, and retire underperforming ones. Develop a strategy to provide national, regional, local, and vertical partners to serve and grow SolarWinds' market presence and coverage for our NA sales team.
  • Provide insight and position SolarWinds' ITOM solutions into meaningful customer relationships with channel partners.
  • Work with partner marketing to design plays, programs, and creative initiatives to drive partner interest.
  • Guide the transformation from a transactional-only business to a land-and-expand + strategic sales business.
  • Stay attuned to industry trends, competitive positioning, business value drivers, and F500 expected outcomes to add value in your channel involvement and coach your team to higher levels of engagement with partners.
  • Optimize how our channel account managers work with regional sales personnel to manage and grow business and pipeline.
  • Help SWI transition to selling to large enterprises by selling value, solutions, and ROI through partners.
  • Nurture and recruit SWI services partners to complement our direct sellers and fill gaps with product-only partners.
  • Demonstrate resourcefulness in overcoming challenges that defy easy solutions.
  • Ensure robust forecasting accuracy and consistency of pipeline build through the channel.
  • Identify trends and areas for improvement to continually serve customers better.
  • BUILD and leverage relationships with channel partners to drive opportunity and transactional velocity for our business.