Solarwinds Inc. Federal Channel Account Manager in Herndon, Virginia


SolarWinds provides powerful and affordable IT management software to more than 100,000 customers worldwide – from Fortune 500 enterprises to small businesses, and nearly every civilian agency, DoD branch, and intelligence agency in the U.S. Government. Focused on the real-world needs of IT professionals, SolarWinds products are downloadable, easy to use and maintain, and provide the power, scale, and flexibility needed to manage today’s complex IT environments.

SolarWinds is one of the fastest growing software companies and has been featured on the Top Small companies in America list by Forbes magazine in 2012 and 2013! As a team member you will have the opportunity to work for a company that appreciates and values the voice of its internal customers as well as its external customers. You will also benefit from representing competitive products that makes an impact for their customers.


  • 100% Dedicated to growing Solarwinds pipeline, revenues and market share via Federal channel partners

  • Direct the overall channel strategy and direction for Solarwinds partners and distributors

  • Set pipeline generation and revenue targets by channel partner

  • Enable channel partners through training on the business value and ROI of Solarwinds products and solutions

  • Develop a sustained channel pipeline of net new opportunities both short and long term

  • Works closely with the Solarwinds marketing team to develop, implement, and manage marketing and call campaign programs to increase pipeline and sales through channel partners

  • Keeps informed on SolarWinds technology and the other general information of interest for channel partners

  • Work effectively across all business areas within channel partners to drive Solarwinds investments and activity

  • Regularly provide updates and reporting to Solarwinds management on status, prospects, pipeline activity, and bookings through channel partners

  • Recruit and enable focused Government channel partners

  • Representing SolarWinds message at seminars, trade shows and partner meetings

  • Work with and direct our distribution partners with monthly/quarterly objectives


  • 3 years of Federal Sales experience.

  • Experience working in a VAR or IT services environment is highly desirable.

  • Experience in a channel sales role

  • Excellent presentation and verbal communication skills, especially in a one-to-many presentation setting both in person and over the phone/internet.

  • Understanding of CRM tools, ideally Salesforce

  • Must be highly computer literate, including extensive experience using Microsoft Office applications

  • Excellent organization skills and ability to multi-task

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 2018-10691

# Positions 1

Category Sales

Position Type Permanent

Business Group SolarWinds