Specialty Channel Account Manager- North America, LATAM

Your Role:

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 target, recruit and activate our North America partners – including DMRs, Services Partners and Regional VAR/SIs. This is a critical feeder role into our core Channel Account Managers.

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 creative on acquiring new partners and drive additional revenue streams.
• Be familiar with and have experience in selling software, ideally the monitoring space.
• Have deep experience in working with channel partners: attracting, recruiting, onboarding, enabling, and ultimately passing to the core teams.
• 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.

Your Impact:

• Optimize current, prioritize new, and retire underperforming 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 partner interest.
• 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 your team 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 SWI transition to selling to large enterprises by selling value, solutions and ROI through partners.
• Nurture, then recruit and optimize SWI services partners to complement our direct sellers and to fill gap with product only partners.
• Demonstrate resourcefulness when faced with challenges that defy easy solution.
• Ensure robust forecasting accuracy and consistency of pipeline build through 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.

Your Experience:

• Experience in acquiring net new logos and expansion of logos.
• Experience with and has engaged with Global System’s Integrators, regional SI’s and VARS.
• Thorough understanding of 2 tier distribution model.
• Has built partner programs, scaled and driven double-digit growth through channel partners.