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!
We are seeking a dynamic and experienced Channel Account Manager to join our team and drive growth through our channel partner network in the region. In this role, you will be responsible for managing all indirect channels in your region, developing strong relationships with partners, educating them on our solutions, and supporting their sales activities to drive revenue growth for the region.
- Build Business Plans: Collaborate with partners to develop comprehensive business plans that outline pipeline creation, marketing activities, training certifications, revenue targets, forecasting, and key performance metrics to be regularly reviewed.
- Develop Existing Channel: Create growth plans for existing named and strategic partners, focusing on increasing sales of new products and building a healthy pipeline.
- Develop New Partners: Identify and onboard new high-quality partners in the territory, particularly those selling competitive products, and develop them into partners for SolarWinds solutions.
- Distribution Management: Work closely with distribution partners to ensure the timely delivery of products, services, and results.
- Relationship Building: Build and maintain mid- and long-term business relationships with partner managing directors, sales teams, and systems engineering personnel to drive mutual success.
- Internal Resource Utilization: Leverage internal resources, including marketing, channel presales, and sales teams, to achieve success and support partner growth.
- Training Plan Development: Develop and implement partner training plans to meet certification requirements and enhance partner capabilities.
- Operational Decision-Making: Manage complex decision-making processes, gathering relevant information, and identifying key issues to drive action and achieve organizational goals.
- Business & Technical Knowledge: Utilize economic, financial, and industry data to diagnose business strengths and weaknesses, develop strategies, and make informed decisions.
- Business Reviews: Conduct quarterly and ad-hoc partner business reviews to ensure alignment with objectives and identify areas for improvement.
Job Requirements:
- Proven experience as a Channel Account Manager or in a similar role within the IT industry.
- Strong understanding of IT management software solutions, particularly in monitoring and management.
- Excellent communication, negotiation, and relationship-building skills.
- Ability to educate and articulate complex technical solutions to channel partners effectively.
- Experience working with distribution networks and managing order processing.
- Track record of achieving and exceeding pipeline and sales targets.
- Strong organizational skills and attention to detail.
- Ability to work independently and as part of a team in a fast-paced environment.
- Willingness to travel as required to partner and customer offices within the region
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