Channel Account Executive

About the role

SolarWinds is seeking a Field Channel Sales Manager to drive revenue through a network of existing and new channel partners in North America. The ideal candidate will have experience in selling software, particularly in the monitoring space, and will be adept at managing and growing partnerships.

Responsibilities

• Optimize current and prioritize new partner relationships.
• Strategize to attract, recruit, onboard, enable, engage, and sell jointly with channel partners at the field level.
• Provide insights into SolarWinds' ITOM solutions and position them in meaningful customer relationships.
• Work with partner marketing to design and execute programs and initiatives.
• Guide the transformation of the business from transactional to land-and-expand + strategic sales.
• Nurture, recruit, and optimize services partners to complement direct sales efforts.
• Ensure robust forecasting and consistent pipeline management.
• Identify trends and areas for improvement to enhance customer service.
• Build and leverage strong relationships with channel partners to drive opportunity and transactional velocity.

Qualifications

• Experience with major DMRs such as CDW, SHI, WWT, and Insight.
• Experience engaging with Global Systems Integrators, regional SIs, and VARs.
• A thorough understanding of the two-tier distribution model.
• Experience building, scaling, and driving double-digit growth through channel partnerships.