Senior Channel Account Manager

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!

Position Overview

We are seeking a dynamic and experienced Channel Account Manager to join our team and drive growth through our channel partner network in the APJ region and China. In this role, you will be responsible for developing strong relationships with distributors, resellers, SIs and MSPs, educating them on our solutions, and supporting their sales activities to drive revenue growth for the region.

Responsibilities

Build Business Plans: Collaborate with focus partners (existing and new) to develop comprehensive business plans around OKRs covering pipeline creation, revenue management, enablement & certifications, marketing activities

Business & Technical Knowledge: Utilize economic, financial, and industry data to diagnose business strengths and weaknesses, develop strategies, and make informed decisions on how to manage and grow the SolarWinds business

Relationship Management: Build and maintain mid-and long-term business relationships with partner managing directors, sales teams, and systems engineering personnel to drive mutual success. Being a SolarWinds evangelist in the partner community

Distribution Management: Work closely with distributors to ensure new partner recruitment, their onboarding and activation, timely delivery of products, services, and results. Help with closing and processing orders

Partner Recruitment: Identify, recruit, and onboard new high-potential partners to expand our channel reach and capacity

Training & Enablement: Develop and implement partner training plans to meet certification requirements and enhance partner capabilities to sell and support SolarWinds products

Activation & Engagement: Engage new and revitalize lower-performing partners to enhance their productivity and partner-led contribution

Performance Monitoring: Regularly assess partner performance, provide feedback and implement improvement plans to optimize results. Conduct quarterly and ad-hoc partner business reviews to ensure alignment with objectives and identify areas for improvement

Sales Support: Collaborate with partners on sales opportunities, offering guidance and support throughout the sales cycle.

Internal Resource Utilization: Leverage internal resources, including marketing, channel presales, and sales teams, to achieve success and support partner business growth

Bachelor’s degree and proven experience as a Channel Manager or similar role within the IT industry, minimum 10 years in APJ region, preferably China Business

Strong understanding of IT management software solutions, particularly in Observability and management, infrastructure

Excellent communication, negotiation, and relationship-building skills

Ability to articulate business solutions to channel partners effectively

Experience working with distributors and managing order processing, including cross-border transactions

Track record of achieving and exceeding sales targets and objectives; Used to working with OKRs, KPIs and dashboards

Strong organizational skills and attention to detail

Ability to work independently and as part of a team in a fast-paced matrix 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