Federal Channel Manager

at SolarWinds (View all jobs)

Reston, Virginia

Req ID: 200613

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!

Your Role:

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.

Your Impact:

  • 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.

Your Experience:

  • 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.


  • Desired Skills & Experience
  • Experience with public sector contract vehicles
  • Deep understanding of different technology product routes-to-marke

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