Channel Account Executive

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.