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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 network of existing and new channel partners in North America.

This individual contributor will play a critical role in targeting, recruiting, and activating our North America partners, including DMRs, Services Partners, and Regional VAR/SIs.

The ideal candidate will have a proven track record of acquiring net new logos and expanding existing relationships, with experience working with Global System Integrators, regional SIs, and VARS.

They will also have a thorough understanding of the 2-tier distribution model and have built partner programs that have driven double-digit growth through channel partners.

Key Responsibilities
  • Optimize current partner relationships, prioritize new opportunities, and retire underperforming ones.
  • Provide strategic guidance to channel partners to position SolarWinds' ITOM solutions in meaningful customer relationships.
  • 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.
  • Optimize how channel account managers work with regional sales personnel to manage and grow business and pipeline.
  • Help SolarWinds transition to selling to large enterprises by selling value, solutions, and ROI through partners.
  • Nurture, recruit, and optimize SWI services partners to complement direct sellers and fill gaps with product-only partners.
  • Ensure robust forecasting accuracy and consistency of pipeline build through channel.
  • Identify trends and areas for improvement to continually serve customers better.