Senior Manager, Channel Strategy & Operations

Responsibilities

• Own the end-to-end architecture and configuration of Salesforce and Impartner (PRM) for all channel operations.
• Design and implement scalable SFDC data models, including partner account hierarchies, opportunity attribution, and rules-of-engagement enforcement.
• Lead system design for Impartner, covering partner onboarding, tier management, MDF workflows, and deal registration.
• Partner with Channel Leadership to design and maintain routes-to-market frameworks and engagement models.
• Drive cross-functional alignment across Sales, Marketing, Product, and Finance to ensure channel processes integrate with the end-to-end revenue motion.
• Manage the Channel Ops roadmap, maintaining a prioritized backlog of strategic initiatives and driving execution.

Requirements

• 6–10+ years of experience in Channel Operations, Revenue Operations, Sales Operations, or Channel Strategy within a B2B SaaS or enterprise software environment.
• Deep, hands-on Salesforce expertise, including data models, custom objects, workflow automation, and reporting.
• Demonstrated experience architecting and implementing a PRM platform (Impartner strongly preferred).
• Proven track record of designing channel or partner GTM systems and motions from the ground up.
• Strong cross-functional leadership skills with the ability to drive alignment across multiple departments without formal authority.
• Proficiency in program management, with the ability to scope and execute complex, multi-stakeholder initiatives.

Preferred Qualifications

• Experience leading full systems transformations, such as SFDC re-architecture or PRM migrations.
• Background in channel program design, including MDF, partner incentives, and tiering structures.
• Proficiency in analytics tools such as Tableau, SFDC dashboards, or Excel.
• Experience identifying and piloting AI-driven process improvements within GTM operations.

About the Company

SolarWinds is a people-first company dedicated to helping customers accelerate business transformation with simple, powerful, and secure solutions. We hire based on attitude, competency, and commitment, fostering an environment where team members can create lasting growth for themselves and others.