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Drive revenue by managing and growing a network of North American channel partners, including DMRs and VARs. Focus on transitioning the business from transactional sales to a strategic land-and-expand model for large enterprises.
Requires deep experience in software channel sales, specifically with NA DMRs and Global Systems Integrators. Candidates should be well-versed in professional sales methodologies and the two-tier distribution model.
At SolarWinds, we’re a people-first company. Our purpose is to enrich the lives of the people we serve—including our employees, customers, shareholders, partners, and communities. Join us in our mission to help customers accelerate business transformation with simple, powerful, and secure solutions.
The ideal candidate thrives in an innovative, fast-paced environment and is collaborative, accountable, ready, and empathetic. We’re looking for individuals who believe they can accomplish more as a team and create lasting growth for themselves and others. We hire based on attitude, competency, and commitment. Solarians are ready to advance our world-class solutions in a fast-paced environment and accept the challenge to lead with purpose. If you’re looking to build your career with an exceptional team, you’ve come to the right place. Join SolarWinds and grow with us!
SolarWinds is looking for an experienced field channel sales manager to drive SolarWinds revenue with, by and through a set of existing and new channel partners.
This individual contributor will help build, manage, and grow our North America partners – including DMRs, Services Partners and Regional VAR/SIs.
You will also work with the SolarWinds sales organization to exceed monthly, quarterly and annual channel objectives through a bidirectionally committed set of channel partners.
The ideal candidate in this role should:
· Be familiar with and have experience in selling software, ideally in the monitoring space.
· Have deep experience in working with channel partners: attracting, recruiting, onboarding, enabling, engaging in full go-to-market planning and selling jointly at the field level.
· Be well-versed in sales process/engagement models: Solution Selling, Command of the Sale, Aslan, Strategic Selling, Miller-Heiman, Challenger Selling (ideally).
· Be able to demonstrate experience in finding ways to run and improve a business with high velocity.
· Be a consummate negotiator – always maximizing the value for the customer, partner and the company.
Responsibilities:
· Optimize current, prioritize new, and retire unperforming partner relationships.
· Strategize 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 programs with the partners – and through the partners.
· 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 others 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 SolarWinds transition to selling to large enterprises by selling value, solutions and ROI through partners.
· Nurture, then recruit and optimize SolarWinds services partners to complement our direct sellers and to fill gaps with product‑only partners.
· Demonstrate resourcefulness when faced with challenges that defy easy solution.
· 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 that will help drive opportunity and transactional velocity for our business.
Qualifications:
· Experience with NA DMRs like CDW, SHI, WWT, Insight.
· Experience engaging with Global Systems Integrators, regional SIs and VARs.
· Thorough understanding of the two‑tier distribution model.
· Has built partner programs, scaled, and driven double‑digit growth through channel partners.
SolarWinds is an Equal Employment Opportunity Employer. SolarWinds will consider all qualified applicants for employment without regard to race, color, religion, sex, age, national origin, sexual orientation, gender identity, marital status, disability, veteran status or any other characteristic protected by law.
All applications are treated in accordance with the SolarWinds Privacy Notice: https://www.solarwinds.com/applicant-privacy-notice
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