Distribution Channel Account Manager

at SolarWinds (View all jobs)

US TX Remote

Req ID: 201889

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!

 

Role Overview

We’re looking for an experienced and collaborative Distribution Partner Channel Manager to strengthen and grow our distribution partner network across North America. In this role, you’ll work closely with strategic partners, internal teams, and stakeholders to expand our market presence in the observability and service management space. You’ll focus on building impactful relationships, enabling partner success, and driving results.

 

Key Responsibilities

  • Partner Relationship Management
    Build and nurture strong relationships with key distribution partners to foster trust, collaboration, and revenue growth.

  • Strategic Planning
    Develop and execute distribution strategies to expand market reach, improve partner performance, and support business goals.

  • Partner Enablement
    Lead the delivery of training and enablement programs to ensure partners are equipped to represent, sell, and support our software solutions effectively.

  • Recruitment & Onboarding
    Identify and onboard new value-added reseller (VAR) partners in collaboration with distributors to expand our partner ecosystem.

  • Engagement & Activation
    Re-engage underperforming partners by developing tailored engagement strategies and resources to help increase their contribution.

  • Performance Monitoring & Support
    Track partner performance using defined KPIs, and implement improvement plans where needed to drive success.

  • Sales Collaboration
    Support partners throughout the sales process by offering insights, best practices, and sales resources.

  • Marketing Alignment
    Collaborate with internal marketing teams and partners to launch joint marketing initiatives that increase visibility and demand.

  • Market & Trend Analysis
    Monitor industry trends, customer needs, and competitor activity to identify opportunities for partner growth and innovation.

  • Reporting & Insights
    Provide regular reports on distribution activities, recruitment progress, partner engagement, and sales outcomes to inform strategy and planning.

 

 

What You Bring (Must-Have Qualifications)

  • Bachelor’s degree in Business, Marketing, or a related field

  • 5+ years of experience in distribution or partner channel management, ideally within the software or tech sector

  • Demonstrated success in managing and growing distribution partner networks

  • Strong knowledge of software sales channels, especially within the observability or IT service management space

  • Excellent communication, relationship-building, and negotiation skills

  • Proficiency with CRM and channel management platforms

  • Willingness to travel as required for partner engagement and events

 

 

 

Preferred (Nice-to-Have Qualifications)

  • MBA or advanced degree in a related field

  • Familiarity with independent software vendor (ISV) business models

  • Experience creating scalable enablement programs and co-marketing campaigns

 

 

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