Solarwinds Inc. National Account Manager in Austin, Texas
The SolarWinds Channel Team is aligned to the sales organization and is responsible for managing and growing SolarWinds’ sales within the partner network. The National Account Manager (NAM) owns the relationship with strategic, Tier 1 Channel partners. The core goal of the NAM is to achieve revenue targets and growth through their assigned partners. This dynamic field-based role develops and implements selling strategies to create awareness and demand for SolarWinds products through channel partners resulting in increased revenue and sales. NAMs build sustainable business practices and foster strategic relationships within and across SolarWinds and partner organizations through the development and execution of strategic partner business plans. Successful candidates will have proven experience in business development and planning and will be highly-motivated team players.
Emphasis will be placed on driving transactional sales execution through the partner’s inside and field sales teams. The NAM is responsible for consistency with sales engagement and expanding and nurturing relationships with the partner’s executive leadership, management, sales and technical teams.
Partner management: Develop and maintain executive presence around strategic business plans to drive commitment to SolarWinds products and solutions and to increase the revenue driven through the partnership. Meet partner sales and business plan targets.
Pipeline management: Drive joint SolarWinds/partner pipeline from demand generation to close. Effectively communicate, report, track and manage sales pipelines to senior management. Promote collaboration with internal and external resources to facilitate regular communication between partners and SolarWinds. Performance is measured with monthly/quarterly results, linearity of sales, pipeline growth, and forecasting accuracy.
Partner education & enablement: Work closely with partner sales teams and management to execute enablement plans. Establish partner training programs, educate and train partner’s sales teams on SolarWinds products, Go to Market strategy and uncovering new opportunities. Arrange technical trainings for partner’s technical and engineering teams with SolarWinds Technical Account Manager . Enable execution and cooperation between partner and internal sales teams to ensure partners have the active support and resources necessary from SolarWinds to be successful.
Partner business planning: Generate and drive sales and marketing plans (Partner-SW Joint Business Plans) with all assigned partners—including services practice initiation , enablement, business development, and pipeline generation—and align goals and objectives with SolarWinds’ corporate strategy.
Additional Responsibilities Include:
Build and maintain relationships with executives, management, field and inside sales teams across all partner locations.
Develop, market and manage partner SPIFF and sales incentive programs.
Build partner sales enablement materials, including programs, playbooks, presentations, sales training, videos, call scripts, and more.
Assist with customer calls, presentations, and onsite visits (when needed). Assist in uncovering new opportunities, cross-selling and scheduling account mapping between partner reps and SolarWinds sales reps.
Develop co-branded, customer-facing materials such as presentations, executive briefs, event materials, email / call campaigns, etc.
Leverage Salesforce to manage and monitor pipeline, revenue growth, goal attainment, etc.
Conduct Quarterly Business reviews with assigned partners.
Act as a liaison and escalation point between partner sales teams and SolarWinds sales teams.
Manage and coordinate partner portal access across assigned Channel partners.
Provide RFP support for technical response and BOM creation.
Participate and drive marketing events with assigned partners for the purpose of increasing partner’s SolarWinds sales.
Maximize vendor MDF through planning and marketing.
This role has complex requirements requiring excellent organization, time-management and documentation skills.
BA/BS in Marketing, Business Management, or related field
3-5 years of Channel sales experience, business / partner development experience
Proven track record in sales, consistency in achieving goals and quota attainment
Prior experience in sales, vendor management, channel partner management
Strong cross-functional team skills
Experience building integrated campaigns with channel partners
Ability to manage budget, MDF, partner programs
Ability to think strategically, but also have exceptional attention to detail
Excellent written and verbal communication skills – ability to present to C-level and senior executives.
Strong leadership, teamwork, and interpersonal skills and the ability to deal with both internal and external customers.
Excellent organizational and project management skills with ability to operate on a wide range of topics and projects at one time.
History of building and maintaining relationships.
Strong conflict resolution skills with the ability to be persuasive.
The ability to multitask effectively and see projects through from inception to completion.
Familiarity with Target Account Selling is a plus
50% Travel, Austin-based role with field travel
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.
Job ID 2019-12383
# Positions 1
Position Type Regular
Business Group SolarWinds