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. Solar...

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, an...

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