Senior Manager, Channel Strategy & Operations

About the role

SolarWinds is seeking a Senior Manager, Channel Strategy & Operations to join our Revenue Operations organization. This is a systems-first, design-led role for a senior operator who can architect and build the end-to-end technology stack and operational processes that power SolarWinds' channel ecosystem.

Responsibilities

• Own end-to-end architecture and configuration of Salesforce and Impartner (PRM) for all channel operations—including partner account hierarchies, deal registration workflows, pipeline attribution logic, and portal experience design.
• Design and implement scalable SFDC data models for channel: partner account hierarchies, opportunity attribution, and rules-of-engagement enforcement between direct and indirect.
• Lead system design and build for Impartner: partner onboarding flows, tier management, MDF workflows, deal registration, and co-selling enablement functionality.
• Define channel data governance standards and own their implementation in Salesforce—ensuring clean, consistent, and auditable partner data.
• Partner with BizApps on system integration architecture between SFDC, Impartner, and adjacent GTM systems (CPQ, Sales and Marketing Tech stack).
• Partner with Channel Leadership & Programs Leader to design and maintain SolarWinds’ channel routes-to-market framework, including partner tier implementation, engagement models, and maintain rules of engagement between direct and indirect sales.
• Translate channel strategy into systems and process design: own the journey from GTM intent to working operational infrastructure.
• Lead cross-functional alignment across Sales, Customer, Product, Marketing, and Finance to ensure channel processes integrate well with the end-to-end revenue motion.
• Scope, design, and lead implementation of new channel processes and system architecture end to end—from requirements to rollout.
• Define and enforce partner data governance standards in Salesforce, including pipeline attribution, deal registration rules, and account hierarchies.
• Identify opportunities to pilot AI-driven process improvements within channel and GTM operations.
• Own the Channel Ops roadmap—maintain a prioritized backlog of strategic initiatives, scope projects end-to-end, and drive execution across stakeholders.
• Translate roadmap priorities into business and system requirements; drive implementation directly or in partnership with the Channel Systems & Process Analyst.
• Report on initiative progress, blockers, and business impact to the Director of Revenue Operations and Channel Sales leadership.

Required

• 6–10+ years of experience in Channel Operations, Revenue Operations, Sales Operations, or Channel Strategy in a B2B SaaS or enterprise software environment.
• Deep, hands-on Salesforce expertise: partner account data models, opportunity and pipeline management, custom objects, workflow automation, and reporting. You can design and configure, not just interpret reports.
• Demonstrated hands-on experience architecting and implementing a PRM platform—Impartner strongly preferred—including deal registration, partner tiering, MDF workflows, portal UX design, and system integration with Salesforce.
• Demonstrated track record of designing channel or partner GTM systems and motions from scratch—not just optimizing existing programs.
• Experience owning a channel operating model or routes-to-market framework, including partner segmentation, rules of engagement, and program design.
• Strong cross-functional leadership skills with a proven ability to drive alignment across Sales, Marketing, Product, and Finance without formal authority.
• Experience partnering directly with sales leadership as a strategic business partner, translating commercial goals into operational plans and system designs.
• Strong program management skills—able to scope complex, multi-stakeholder initiatives and drive them to completion.

Preferred

• Experience leading a full systems transformation in a GTM or channel operations context—SFDC re-architecture, PRM migration/implementation, or partner portal overhaul.
• Background in channel program design including MDF, partner incentives, deal registration, and tiering structures—and translating these into system configurations.
• Familiarity with SolarWinds product family and their partner ecosystems.
• Experience in a private-equity-backed or restructuring-oriented business environment.
• Proficiency in analytics tools such as Tableau, SFDC dashboards, or Excel to develop and interpret channel performance reporting.
• Experience identifying and piloting AI-driven process improvements within a GTM or channel operations context.