Channel Account Manager

Solarwinds Channel Account Manager

The Channel Account Manager is responsible for developing and executing the SolarWinds channel program in alignment and go-to-market strategy. The Channel Account Manager manages a targeted portfolio of public sector partners through developing and advancing relationships and growing revenue through those partners. This role requires strong collaboration with key partners through participation in focused channel enablement activities that lead to the overall growth of the channel.

Lead delivery and measurement of assigned channel development activities in partnership with sales account teams to drive client and partner growth plans and sales goals. Provide guidance and strategic advice to our partners, clients, and account teams around partner growth strategies. Create and execute partner recruitment strategies including new partner identification and facilitation of introductions between partners and SolarWinds account teams. Create, drive, and measure defined metrics around client and partner growth plans. Work with the Solarwinds marketing team to develop, implement, and manage marketing and call campaigns to increase pipeline and sales through resellers. Provide updates and reporting on partner metrics and status of prospects, pipeline activity, and business through partners. Attend various partner events as necessary to build relationships and promote partner growth opportunities. Navigate public sector contract vehicles and procedures. Develop and maintain assigned partner relationships. Conduct partner success activities to retain and build business. Other job duties as assigned.

Daily Work Activities and Context Complete and track channel development and partner activities. Build Partner pipeline. Conduct account team planning and measurement sessions. Build and manage partner relationships. Review partner solutions and profile information.

Education: College Degree or equivalent work. Experience: 3-5 years of sales or channel management experience. Strong problem-solving skills with a demonstrated track record of success. Strong written and verbal communication skills. Public sector market knowledge. Knowledge of enterprise IT technology, preferably software. Proactive, self-starter with an entrepreneurial spirit. Strong business acumen and experience building business cases and substantiation.