Channel Account Manager

Position Overview & Objective
The Channel Account Manager for National Named Partners and Territory Support is a hybrid role responsible for developing valuable relationships with key national named partners and facilitating effective regional territory support. We are particularly looking for someone with deep SLED experience. This role plays a crucial part in driving sales growth by strategizing alignment with SolarWinds’ objectives and leveraging detailed market insights.

Primary Responsibilities

• National Named Partner Relationship Management: Cultivate strong, strategic partnerships with national named partners, ensuring that collaboration aligns with SolarWinds’ strategic goals. Develop engagement strategies that mutually drive growth and benefit both parties with a focus on new and expansion revenue, marketing, and continual enablement.
• Territorial Strategy and Execution: Create and execute comprehensive sales strategies for assigned territories, optimizing partner strengths and responding effectively to specific market demands. Ensure that sales activities are aligned with territorial objectives and contribute to the broader growth strategy.
• Opportunity Generation and Expansion: Identify and generate new business opportunities while expanding existing accounts. Collaborate with sales teams to manage opportunities effectively through the sales pipeline to closure.
• Interdepartmental Collaboration: Work closely with sales teams such as Commercial and Public Sector Account Teams and Executives to synchronize strategies, optimize cross-functional opportunities, and leverage synergies for successful sales outcomes.
• Pipeline Oversight and Resource Allocation: Monitor and manage the sales pipeline comprehensively at a national level for specific named partners, ensuring that strategic resource allocation is optimized to capture high-potential opportunities across various territories.
• SLED Focus: Focus on SLED-related partner development
• Understanding Partner Metrics and Market Analysis: Conduct detailed analyses of named partner trends and provide insights and leadership to refine and adjust sales strategies accordingly. Support a data-driven approach to business development execution.
• Best Practice Development and Dissemination: Develop and disseminate best practices within the Channel Team for partner relations and territorial sales support, focusing on maximizing effectiveness and efficiency.
• Account Mapping, Deal Support, and Enablement: Assist New Sales, Expansion Sales, and Renewals teams through comprehensive account mapping and provide in-funnel deal support. Enable these teams by delivering tailored training and resources that highlight growth potential and strategizing effective engagement approaches to enhance sales performance across different categories.

Basic Qualifications

• 5 years or more of Channel Account Management experience, with proven expertise in nurturing and expanding strategic national named partner relationships.
• Demonstrable success in aligning partnerships with corporate sales objectives and consistently meeting or exceeding sales targets.
• Proficiency in developing territory-specific sales strategies with experience using CRM tools like Salesforce for management and reporting.

Preferred Qualifications

• Comprehensive understanding of national and regional market dynamics, with an ability to forecast and strategize business growth effectively.
• Strong analytical skills to translate insights into actionable sales strategies that enhance national and territorial performance.

This comprehensive role description ensures that the CAM is well-equipped to manage, support, and grow partnerships with national named partners, driving strategic sales initiatives within defined territories.