AMER - Channel Account Manager - Services Partners (GSI/MSP)

Your Role:

We are seeking a dynamic and results-oriented Channel Account Manager to join our growing team. This role will focus on managing and expanding our partnerships specific to North America with Global Systems Integrators (GSI) and Managed Service Providers (MSP). The successful candidate will be responsible for driving revenue growth, managing partner relationships, and ensuring the successful adoption of our solutions within GSI and MSP practices in North America. The ideal candidate will have a strong understanding of the GSI/MSP landscape, especially around the revenue driving motions of these partner types, experience in channel sales from identifying opportunities through deal support, and the ability to build strategic relationships with key partners. A strong understanding of how services companies in the technology space drive revenue is key. While not required, monitoring and observability knowledge and experience is preferred.

Your Impact:

Partner Relationship Management

• Develop, maintain, and grow strong relationships with named GSI and MSP partners specific to the SolarWinds relationship
• Identify and execute on strategic offerings specific to the named partners customer engagement models, focused on SolarWinds’ products compliment and enhance these services offerings.
• Serve as the primary point of contact for assigned partners, ensuring ongoing engagement and satisfaction.
• Conduct regular business reviews with partners to assess performance, identify new opportunities, and align on strategic goals.

Sales Strategy & Execution

• Collaborate with partners to create and execute joint sales strategies that drive revenue growth for both the company and the partner.
• Foster a collaborative co-selling approach with the partner account team and the SolarWinds account team in the sales cycle
• Support the partner in identifying new business opportunities and closing sales within the GSI and MSP ecosystems.
• Track partner performance against sales targets, providing coaching and support as necessary.

Partner Enablement & Training

• Work closely with the partner enablement team to deliver sales training, product knowledge, and sales resources to partners.
• Ensure partners are well-equipped with the tools and knowledge they need to effectively sell and support our solutions.

Forecasting & Reporting

• Provide accurate sales forecasting and reporting related to GSI and MSP accounts.
• Track, measure, and report on channel sales performance and partner activities.

Cross-Functional Collaboration

• Collaborate with internal teams such as Marketing, Product Management, and Support to ensure successful partner outcomes both on an individual sales pursuit and larger offering play or strategy
• Work with the broader Channel team to align on strategy and ensure the seamless execution of channel programs.

Market Intelligence & Feedback

• 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
• Stay informed of industry trends, competitive offerings, and GSI/MSP market developments.
• Gather feedback from partners and customers to inform product development and go-to-market strategies.

Your Experience:

• Minimum of 3-5 years in channel sales, partner management, or business development roles, preferably with GSIs and MSPs.
• Proven track record of building and managing relationships with GSI/MSP partners and driving revenue growth through the channel preferred.
• Must have knowledge of the technology services or professional services industry and understand how ISV’s like SolarWinds compliment services organizations.

Skills & Competencies

• Strong understanding of the GSI/MSP landscape, business models, and challenges.
• Excellent communication, negotiation, and interpersonal skills.
• Ability to prioritize, stay on task and manage distractions is a must.
• Ability to build trust-based relationships with executives, partner leadership teams, partner account teams and SolarWinds customer facing teams.
• Strong sales acumen and the ability to drive joint sales campaigns with partners.
• Ability to work cross-functionally with internal teams, including Sales, Marketing, Product, and Support.
• Strong analytical skills, with experience in forecasting, reporting, and data-driven decision-making.