Senior Manager, Channel Strategy – Operations

🔥 4 hours ago

🌲 North Carolina, Texas, +1 more states – Remote

🌲 North Carolina – Remote 🤠 Texas – Remote ⚔️ Virginia – Remote

⏰ Full Time

🟠 Senior

⚙️ Operations

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SolarWinds

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

Founded 1999

☁️ SaaS

🏢 Enterprise

🤝 B2B

SaaS • Enterprise • B2B

SolarWinds is a provider of IT infrastructure and operations management software that helps organizations monitor, observe, and manage hybrid IT environments. Its portfolio includes monitoring and observability, database performance, incident response, and IT service management (ITSM) tools, offered as SaaS and self-hosted solutions with AI and automation features to improve operational resilience and speed incident response.

📋 Description

• Own end-to-end architecture and configuration of Salesforce and Impartner (PRM) for all channel operations—including partner account hierarchies, deal registration workflows, pipeline attribution logic, and portal experience design. • Design and implement scalable SFDC data models for channel: partner account hierarchies, opportunity attribution, and rules-of-engagement enforcement between direct and indirect. • Lead system design and build for Impartner: partner onboarding flows, tier management, MDF workflows, deal registration, and co-selling enablement functionality. • Define channel data governance standards and own their implementation in Salesforce—ensuring clean, consistent, and auditable partner data. • Partner with BizApps on system integration architecture between SFDC, Impartner, and adjacent GTM systems (CPQ, Sales and Marketing Tech stack). • Partner with Channel Leadership & Programs Leader to design and maintain SolarWinds’ channel routes-to-market framework, including partner tier implementation, engagement models, and maintain rules of engagement between direct and indirect sales. • Translate channel strategy into systems and process design: own the journey from GTM intent to working operational infrastructure. • Lead cross-functional alignment across Sales, Customer, Product, Marketing, and Finance to ensure channel processes integrate well with the end-to-end revenue motion. • Scope, design, and lead implementation of new channel processes and system architecture end to end—from requirements to rollout. • Define and enforce partner data governance standards in Salesforce, including pipeline attribution, deal registration rules, and account hierarchies. • Identify opportunities to pilot AI-driven process improvements within channel and GTM operations. • Own the Channel Ops roadmap—maintain a prioritized backlog of strategic initiatives, scope projects end-to-end, and drive execution across stakeholders. • Translate roadmap priorities into business and system requirements; drive implementation directly or in partnership with the Channel Systems & Process Analyst. • Report on initiative progress, blockers, and business impact to the Director of Revenue Operations and Channel Sales leadership.

🎯 Requirements

• 6–10+ years of experience in Channel Operations, Revenue Operations, Sales Operations, or Channel Strategy in a B2B SaaS or enterprise software environment. • Deep, hands-on Salesforce expertise: partner account data models, opportunity and pipeline management, custom objects, workflow automation, and reporting. • Demonstrated hands-on experience architecting and implementing a PRM platform—Impartner strongly preferred—including deal registration, partner tiering, MDF workflows, portal UX design, and system integration with Salesforce. • Demonstrated track record of designing channel or partner GTM systems and motions from scratch—not just optimizing existing programs. • Experience owning a channel operating model or routes-to-market framework, including partner segmentation, rules of engagement, and program design. • Strong cross-functional leadership skills with a proven ability to drive alignment across Sales, Marketing, Product, and Finance without formal authority. • Experience partnering directly with sales leadership as a strategic business partner, translating commercial goals into operational plans and system designs. • Strong program management skills—able to scope complex, multi-stakeholder initiatives and drive them to completion.

🏖️ Benefits

• Health insurance • 401(k) plan • Paid time off • Professional development opportunities • Remote work options