Channel Account Manager

At SolarWinds, we’re a people-first company. Our purpose is to enrich the lives of the people we serve—including our employees, customers, shareholders, partners, and communities. Join us in our mission to help customers accelerate business transformation with simple, powerful, and secure solutions.

The ideal candidate thrives in an innovative, fast-paced environment and is collaborative, accountable, ready, and empathetic. We’re looking for individuals who believe they can accomplish more as a team and create lasting growth for themselves and others. We hire based on attitude, competency, and commitment. Solarians are ready to advance our world-class solutions in a fast-paced environment and accept the challenge to lead with purpose. If you’re looking to build your career with an exceptional team, you’ve come to the right place. Join SolarWinds and grow with us!

We are seeking a high-caliber, strategic Channel Account Manager to spearhead our growth within the Middel East – African region. In this pivotal role, you will be the face of our brand in one of our most dynamic markets. You will be responsible for orchestrating a sophisticated ecosystem of distributors, Tier-2 resellers, Global Systems Integrators (GSIs), and MSPs. Your mission is to cultivate a robust partner network that aligns with the digital transformation goals of the region, driving sustainable revenue through education, strategic planning, and localized sales support.

Key Responsibilities

Strategic Business Planning: Collaborate with key partners to co-author comprehensive business plans aligned with Vision 2030 digital initiatives. Focus on OKRs spanning pipeline generation, revenue targets, and localized marketing.
Market Intelligence: Leverage deep knowledge of the Middle East – Africa region economic landscape to diagnose partner needs and position our solutions as critical infrastructure.
Executive Relationship Management: Act as a brand evangelist, building high-trust, long-term relationships with Managing Directors and C-suite executives within the partner community.
Distribution & Logistics: Partner with local and regional distributors to streamline recruitment, onboarding, and the "quote-to-cash" process, ensuring compliance with local trade regulations and cross-border requirements.
Partner Ecosystem Expansion: Proactively identify and recruit high-potential local partners to fill coverage gaps in key sectors like Government, BFSI, and Energy.
Enablement & Certification: Lead training initiatives to ensure partners meet global certification standards while adapting delivery styles to suit the local professional culture.
Performance Governance: Conduct rigorous Quarterly Business Reviews (QBRs) and ad-hoc performance audits to ensure partners remain on track to meet their growth KPIs.
Collaborative Sales Support: Act as a bridge between partners and our internal teams (Marketing, Pre-sales, and Legal) to accelerate the sales cycle for complex, large-scale regional tenders.

Qualifications & Requirements

Experience: Bachelor’s degree and a minimum of 5 years of proven experience in Channel Management within the IT industry, specifically focusing on Middle East and Africa.
Technical Literacy: Strong grasp of IT management software, observability, and infrastructure monitoring solutions.
Cultural Fluency: Exceptional communication and negotiation skills, with a deep understanding of regional business etiquette and relationship-based selling.
Regulatory Knowledge: Familiarity with regional procurement laws, local data and residency requirements.
Proven Results: A consistent track record of exceeding quotas and managing complex partner ecosystems using OKRs and data-driven dashboards.
Adaptability: Ability to thrive in a fast-paced, matrixed global environment while working independently on the ground.
Mobility: Willingness to travel extensively within the region Middle East and Africa

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.

All applications are treated in accordance with the SolarWinds Privacy Notice: https://www.solarwinds.com/applicant-privacy-notice

Details

Experience

Min. 5 yearsminimum of 5 years of proven experience in Channel Management within the IT industry, specifically focusing on Middle East and Africa

Key Responsibilities

Strategic Business Planning: Collaborate with key partners to co-author comprehensive business plans aligned with Vision 2030 digital initiatives. Focus on OKRs spanning pipeline generation, revenue targets, and localized marketing.
Market Intelligence: Leverage deep knowledge of the Middle East – Africa region economic landscape to diagnose partner needs and position our solutions as critical infrastructure.
Executive Relationship Management: Act as a brand evangelist, building high-trust, long-term relationships with Managing Directors and C-suite executives within the partner community.
Distribution & Logistics: Partner with local and regional distributors to streamline recruitment, onboarding, and the "quote-to-cash" process, ensuring compliance with local trade regulations and cross-border requirements.
Partner Ecosystem Expansion: Proactively identify and recruit high-potential local partners to fill coverage gaps in key sectors like Government, BFSI, and Energy.
Enablement & Certification: Lead training initiatives to ensure partners meet global certification standards while adapting delivery styles to suit the local professional culture.
Performance Governance: Conduct rigorous Quarterly Business Reviews (QBRs) and ad-hoc performance audits to ensure partners remain on track to meet their growth KPIs.
Collaborative Sales Support: Act as a bridge between partners and our internal teams (Marketing, Pre-sales, and Legal) to accelerate the sales cycle for complex, large-scale regional tenders.

Qualifications & Requirements

Experience: Bachelor’s degree and a minimum of 5 years of proven experience in Channel Management within the IT industry, specifically focusing on Middle East and Africa.
Technical Literacy: Strong grasp of IT management software, observability, and infrastructure monitoring solutions.
Cultural Fluency: Exceptional communication and negotiation skills, with a deep understanding of regional business etiquette and relationship-based selling.
Regulatory Knowledge: Familiarity with regional procurement laws, local data and residency requirements.
Proven Results: A consistent track record of exceeding quotas and managing complex partner ecosystems using OKRs and data-driven dashboards.
Adaptability: Ability to thrive in a fast-paced, matrixed global environment while working independently on the ground.
Mobility: Willingness to travel extensively within the region Middle East and Africa

All applications are treated in accordance with the SolarWinds Privacy Notice: https://www.solarwinds.com/applicant-privacy-notice