Senior Manager, Channel Strategy & Operations

SolarWinds•Charlotte, NC

About The Position

SolarWinds is seeking a Senior Manager, Channel Strategy & Operations to join their Revenue Operations organization. This is a systems-first, design-led role for a senior operator who can architect and build the end-to-end technology stack and operational processes that power SolarWinds’ channel ecosystem. The role involves serving as the primary strategic and systems partner to Channel Sales leadership, owning the architecture, configuration, and continuous evolution of Salesforce (SFDC) and the Partner Relationship Management (PRM) platform, Impartner. The candidate will design scalable systems and processes to support channel operating models, help define routes-to-market frameworks, and translate channel GTM goals into working system and process reality. This is a design-and-build role where the individual owns the architecture, drives implementation, and partners with Sales Ops & Analytics to ensure data and processes deliver expected outcomes at scale. The position reports to the Director of Revenue Operations and sits at the intersection of partner strategy, systems architecture, process design, and cross-functional leadership across Channel, Sales, Customer, Marketing, Finance, and BizApps. The role's impact is to own the Transform-the-Business mandate for channel, designing and building the CRM and PRM systems architecture to support channel operating models and process frameworks that scale SolarWinds’ partner ecosystem. This role is built for a strategic operator who has designed and implemented channel systems from the ground up, translating GTM revenue goals into an operational plan that gets built and adopted in the systems.

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. You can design and configure, not just interpret reports.
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.

Nice To Haves

Experience leading a full systems transformation in a GTM or channel operations context—SFDC re-architecture, PRM migration/implementation, or partner portal overhaul.
Background in channel program design including MDF, partner incentives, deal registration, and tiering structures—and translating these into system configurations.
Familiarity with SolarWinds product family and their partner ecosystems.
Experience in a private-equity-backed or restructuring-oriented business environment.
Proficiency in analytics tools such as Tableau, SFDC dashboards, or Excel to develop and interpret channel performance reporting.
Experience identifying and piloting AI-driven process improvements within a GTM or channel operations context.

Responsibilities

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.