Distribution Channel Account Manager

SolarWinds; United States; On-site; USD 80,000 - 120,000; Full time

Job summary

A leading software solutions company in the United States is seeking an experienced Distribution Partner Channel Manager. In this role, you will strengthen and grow the distribution partner network across North America. You will focus on building impactful relationships, enabling partner success, and driving results. The ideal candidate will have over 5 years of experience in partner management and excel in communication and negotiation skills. This position offers an opportunity to make a significant impact and grow with a remarkable team.

Qualifications

• 5+ years of experience in distribution or partner channel management, ideally in software or tech.
• Demonstrated success in managing and growing distribution partner networks.
• Strong knowledge of software sales channels.

Responsibilities

• Build and nurture relationships with distribution partners.
• Develop distribution strategies to expand market reach.
• Lead training programs for partner enablement.

Skills

Relationship-building

Negotiation skills

Communication skills

CRM proficiency

Education

Bachelor’s degree in Business, Marketing, or related field

Tools

Channel management platforms

Job description

Overview

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!

Role Overview

We’re looking for an experienced and collaborative Distribution Partner Channel Manager to strengthen and grow our distribution partner network across North America. In this role, you\'ll work closely with strategic partners, internal teams, and stakeholders to expand our market presence in the observability and service management space. You’ll focus on building impactful relationships, enabling partner success, and driving results.

Key Responsibilities

• Partner Relationship Management Build and nurture strong relationships with key distribution partners to foster trust, collaboration, and revenue growth.

• Strategic Planning Develop and execute distribution strategies to expand market reach, improve partner performance, and support business goals.

• Partner Enablement Lead the delivery of training and enablement programs to ensure partners are equipped to represent, sell, and support our software solutions effectively.

• Recruitment & Onboarding Identify and onboard new value-added reseller (VAR) partners in collaboration with distributors to expand our partner ecosystem.

• Engagement & Activation Re-engage underperforming partners by developing tailored engagement strategies and resources to help increase their contribution.

• Performance Monitoring & Support Track partner performance using defined KPIs, and implement improvement plans where needed to drive success.

• Sales Collaboration Support partners throughout the sales process by offering insights, best practices, and sales resources.

• Marketing Alignment Collaborate with internal marketing teams and partners to launch joint marketing initiatives that increase visibility and demand.

• Market & Trend Analysis Monitor industry trends, customer needs, and competitor activity to identify opportunities for partner growth and innovation.

• Reporting & Insights Provide regular reports on distribution activities, recruitment progress, partner engagement, and sales outcomes to inform strategy and planning.

What You Bring (Must-Have Qualifications)

• Bachelor’s degree in Business, Marketing, or a related field

• 5+ years of experience in distribution or partner channel management, ideally within the software or tech sector

• Demonstrated success in managing and growing distribution partner networks

• Strong knowledge of software sales channels, especially within the observability or IT service management space

• Excellent communication, relationship-building, and negotiation skills

• Proficiency with CRM and channel management platforms

• Willingness to travel as required for partner engagement and events

Preferred (Nice-to-Have Qualifications)

• MBA or advanced degree in a related field

• Familiarity with independent software vendor (ISV) business models

• Experience creating scalable enablement programs and co-marketing campaigns

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