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Solarwinds Inc. Distribution Manager in Herndon, Virginia


The SolarWinds Channel Team is aligned to the sales organization and is responsible for managing the day to day operations of distribution. The Distribution Manager will act as the relationship manager for SolarWinds and will also work closely with the broader SolarWinds channel teams. The ideal candidate is an exceptional communicator with distribution experience and a desire to build and scale a business. Successful candidates will have proven experience in business development and planning and will be highly-motivated team players.

The Distribution Manager is responsible for consistency with sales engagement and expanding and nurturing relationships with the partner’s executive leadership, management, sales and technical teams.


  • Manage the day to day operation for SolarWinds Public Sector to include quotes/purchase orders/renewals/reporting.

  • Manage and report on partnership KPIs and progress on longer-term strategic initiatives.

  • Develop structured processes around onboarding, enabling and supporting distribution operations.

  • Build and maintain relationships with executives, management, field and inside sales teams.

  • Build distributor 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 distribution partner reps and SolarWinds sales reps

  • Help 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

  • Act as a liaison and escalation point between SolarWinds sales teams and Distribution sales teams.

  • Provide RFP support for technical response and BOM creation.

  • Facilitate negotiation and execution of public sector contracts.

  • Participate and drive marketing events with distribution partner for the purpose of increasing partner’s SolarWinds sales.


  • BA/BS in Marketing, Business Management, or related field

  • 5+ years of distribution, channel management or business / partner development experience

  • Prior experience with major IT distributor

  • Prior experience with Carahsoft a plus

  • Strong cross-functional team skills

  • 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

  • 10% Travel, Reston/Herndon-based role with minimal field travel

Location US-VA-Herndon


Location US-VA-Herndon

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 2020-14184

# Positions 1

Category Sales

Position Type Regular

Business Group Core IT

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