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Field Channel Sales Manager

2 months ago

Austin, Texas, United States SolarWinds Full time

About the Role

SolarWinds is seeking an experienced field channel sales manager to drive revenue growth through a set of existing and new channel partners.

This individual contributor will help target, recruit, and activate our North America partners, including DMRs, Services Partners, and Regional VAR/SIs. This is a critical feeder role into our core Channel Account Managers.

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

Key Responsibilities

  • Acquire new partners and drive additional revenue streams through creative and innovative strategies.
  • Develop and maintain relationships with channel partners, including Global System's Integrators, regional SI's, and VARS.
  • Build and leverage partner programs to drive double-digit growth through channel partners.
  • Optimize current, prioritize new, and retire underperforming partner relationships 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.
  • Help guide the transformation from a transactional only business to a land-and-expand + strategic sales business.
  • Be a student of the industry, including trends, competitive positioning, business value drivers, and F500 expected outcomes to add value in your channel involvement and feed your ability to coach your team to higher highs when engaging their 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, then recruit and optimize SWI services partners to complement our direct sellers and to fill gap with product only partners.
  • Demonstrate resourcefulness when faced with challenges that defy easy solution.
  • Ensure robust forecasting accuracy and consistency of pipeline build through channel.
  • Identify trends and areas for improvement to continually serve customers better.
  • Build and leverage relationships with channel partners that will help drive opportunity and transactional velocity for our business.

Requirements

  • Experience in acquiring net new logos and expansion of logos.
  • Experience with and has engaged with Global System's Integrators, regional SI's, and VARS.
  • Thorough understanding of 2 tier distribution model.
  • Has built partner programs, scaled, and driven double-digit growth through channel partners.