Director, Global Channel and Distributor Strategy

4 weeks ago

Cork, Ireland SolarWinds Full time

Your Role

:

SolarWinds is looking for an experienced channel sales leader to innovate, build, run, grow and inspire a channel sales organization – to exceed monthly, quarterly and annual goals – through a bidirectionally committed set of loyal channel partners and distributors.

Proven & consistent performance in growing channel business either from net new logos or franchise expansion logos. Ability to Influence cross functionally and work effectively with Global teams. Effective understanding of software sales, ideally the monitoring space – having hired, built, managed and transformed channel teams to overperformance. Deep experience in working with channel partners: attracting, recruiting, onboarding, enabling, engaging in full go-to-market planning and selling jointly at the field level. Should be well-versed in sales process/engagement models: solution selling, command of the sale, strategic selling, Miller-Heiman, Challenger selling ideally. Demonstrated ability to find ways to nurture and improve a business with high velocity. Consummate negotiator – committed to always maximizing the value for the customer, partner and the company building a community of loyal partners.

Your Impact:

Responsible for growing current, prioritize new, and retire underperforming partner relationships. Providing national, regional, local and vertical partners to serve and grow SolarWinds’ market presence and coverage for our NA sales team. Provide insight and position SolarWinds’ ITOM solutions into meaningful customer relationships with channel partners. Work with partner marketing to design plays, programs and creative initiatives to drive programs with the partners – and through the partners. Committed to guiding the transformation from a transactional only business – to a land-and-expand + strategic sales business. Be a student of the industry, including trends, viable 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. Optimize how our channel account managers work with regional sales personnel to manage and grow business and pipeline. Help SWI transition to selling to large enterprises by selling value and ROI through partners. Nurture, then recruit and optimize SWI services partners to complement our direct sellers and to fill gap with product only partners. Demonstrate resourcefulness when faced with opportunities that defy easy solution. Ensure robust forecasting accuracy and consistency of pipeline build through channel. Understanding trends and areas for improvement to continually serve customers better. Build and support relationships with channel partners that will help drive loyalty & opportunity.

Your Experience:

5+ years channel leadership preferred. Experience with and has engaged with Global System’s Integrators, regional SI’s and VARS. Thorough understanding of 2 tier distribution model. Has built partner programs, scaled and guided double-digit growth through channel partners.

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