Channel Account Manager

Position Overview & Objective

The Channel Account Manager for Territory Partners and Solar Winds’ Sales Support is a hybrid role responsible for developing valuable relationships with key growing partners and facilitating effective regional territory support. This role plays a crucial part in accelerating sales growth by strategizing alignment with Solar Winds’ objectives and leveraging detailed market insights.

• 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.
• Initiate and Manage Coselling with Partners and Hyperscalers
  :
  Identify and manage coselling opportunities with growing partner and Hyperscalers connecting Solar Winds’ sellers to the partner sellers.
• 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, ensuring that strategic resource allocation is optimized to capture high-potential opportunities across various territories.
• Understanding Partner Metrics and Market Analysis
  :
  Conduct detailed analyses of 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 all Solar Winds’ customer facing 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.

• 5 years or more of Channel Account Management experience
  , with proven expertise in nurturing and expanding strategic 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.
• Must be located in Austin, Texas or Charlotte, NC and willing to work in the Solar Winds office in that location 3 days a week.

• 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 driving strategic sales initiatives within defined territories.

Solar Winds is an Equal Employment Opportunity Employer. Solar Winds 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 Solar Winds Privacy Notice: