Sr. Channel Account Manager, Hyperscalers at SolarWinds · Charlotte

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! The Senior Manager, Hyperscaler Co-Sell & Marketplaces will be responsible for driving revenue through co-selling and marketplace motions with AWS and Microsoft Azure. This role is central to expanding our new and expansion business via hyperscaler ecosystems, with a specific focus on private offers, marketplace plans/listings, and co-sell programs. You will work closely with sales, channel, product, and marketing to build and execute joint go-to-market plans that leverage AWS and Microsoft programs, incentives, and routes-to-market. You will lead cross-functional initiatives, collaborate with regional and global sales teams, and serve as a key liaison between SolarWinds and hyperscaler partner teams to deliver joint value, pipeline, and revenue. Key Responsibilities Hyperscaler Co-Sell & Revenue Growth • Own and grow the AWS and Microsoft Azure hyperscaler relationships with a focus on co-sell, marketplace, and private offer motions. • Assist in the development and execution of joint business plans with AWS and Microsoft, including shared pipeline, revenue, and consumption goals aligned to SolarWinds priorities. • Drive new logo, expansion, and assist in renewals through hyperscaler programs (e.g., AWS Co-Sell, Microsoft IP Co-Sell) and marketplace channels. • Partner with regional sales and channel teams to identify, qualify, and execute opportunities that can be accelerated via marketplace or co-sell routes. • Manage and optimize the deal lifecycle for marketplace and private offer transactions, including pricing alignment, approvals, and close coordination with deal desk, legal, and finance. #### Marketplace & Private Offer Management • Asist in the strategy and execution for AWS Marketplace and Azure Marketplace listings, plans, and private offers, ensuring they reflect current packaging, pricing, and GTM priorities working with the Hyperscaler Program Leader. • Create, manage, and iterate on private offer constructs (e.g., custom terms, ramp structures, MACC-aligned offers) to support field and partner-led deals with the Hyperscaler Program Leader. • Ensure operational excellence around offer creation, approvals, and reporting, working closely with operations, finance, and legal. • Track and report on marketplace-sourced and marketplace-influenced pipeline and revenue, including MACC / Azure consumption alignment where applicable. • Own and optimize our Tackle.io implementation as the primary tool for managing marketplace listings, co-sell registrations, and private offer workflows across AWS and Azure. • Partner with sales, channel, RevOps, and finance to ensure Tackle.io is embedded into seller workflows (opportunity creation, approvals, status tracking) and that data flows reliably into our CRM and reporting. • Leverage Tackle.io dashboards and analytics to provide insight into marketplace pipeline, co-sell velocity, and private offer cycle times, and to recommend improvements to programs and processes. #### Partner Enablement & Technical Alignment • Enable SolarWinds and partner sellers (field, inside, and channel) with clear playbooks, training, and collateral for co-sell and marketplace motions supported by various internal enablement and support teams. • Represent SolarWinds in hyperscaler program reviews, solution showcases, and field enablement sessions, positioning our joint value proposition with AWS and Microsoft. • Recommend and manage supporting technologies and workflows to streamline private offers, marketplace integrations, and reporting. #### Cross-functional Leadership & Governance • Establish and run an operating rhythm for hyperscaler GTM, including pipeline reviews, QBRs with AWS and Microsoft, and internal stakeholder updates. • Provide proactive visibility to executive leadership on hyperscaler co-sell performance, risks, and growth opportunities. • Drive issue resolution and escalations for marketplace listings, co-sell registrations, and private offer execution. Required Qualifications • 5+ years of experience in strategic partnerships, hyperscaler alliances, business development, or channel sales, preferably in cloud infrastructure, SaaS, or DevOps ecosystems. • Proven success managing AWS and/or Microsoft Azure partnerships with deep understanding of co-sell motions, marketplaces, private offers, and partner program frameworks. • Hands-on experience structuring and executing private offers and/or large marketplace transactions tied to cloud consumption (e.g., MACC, Azure commitments). • Strong business acumen with the ability to translate GTM strategy into executable co-sell plays and pipeline with measurable outcomes. • Exceptional communication, presentation, and relationship-building skills with both hyperscaler partner teams and internal sales leadership. • Comfortable navigating complex, cross-functional environments and influencing without direct authority. Preferred Qualifications • Experience in observability, monitoring, DevOps, or infrastructure software. • Direct experience with AWS Marketplace and Microsoft Azure Marketplace creating and managing plans, listings, and private offers. • Familiarity with AWS Co-Sell, Microsoft IP Co-Sell, and related competency/validation programs and incentives. 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