Channel Account Executive - SolarWinds

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.