Director, Federal SI/Channels

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# Positions
Position Type


The Solarwinds Federal team is looking for a Sales Director to manage the Federal Systems Integrators and Channel partners out of our Herndon, VA office. In this role, you will be responsible for sell in and sell through growth targets through direct engagement and close collaboration with our DoD and Civilian sales teams. Your team will consist of a Business Developments Rep, Inside Sales Reps, Channels Account Manager  and a Sales Developmet Rep. You'll work closely with the Federal Sales Enginerring team and the Federal Marketing team to drive partner and program capture. You'll report to and work closely with the SVP of Federal and National Governments and will be responsible for shaping the US FSI\Channel GTM strategy WW. Your primary objective will be to meet or exceed revenue targets through the development of capture strategies with FSI's and the solidification of our Channels business to drive Channel initiated bookings.




  • Serve as Solarwinds recognized leader of WW US Federal Systems Integrators and Channels
  • Effectively lead and manage the sales team
  • Work with cross functional departments to grow the  business
  • Manage revenue and expense targets
  • Do margin analysis and develop motivated in-direct community
  • Manage existing Service Partners and recruit additional
  • Forecast the business by sell in and sell through, identify key capture programs
  • Be a passionate leader with a winning attitude
  • Communicate FSI technical requirements to Engineering team
  • Negotiate contracts, pursue preferred vendor status in FSI's
  • Develop and implement a successful sales and technical enablement program
  • Effectively communicate business stautus, outlook, risk and opportunity to Executive Management
  • Manage your business through
  • Attend and present at industry events


  • 10+ years of FSI\Channels experience within the IT industry in progressive roles in sales and sales management
  • Demonstrated track record of managing and growing a FSI\Channels business and proven success in affecting and inspiring corporate support functions and business units
  • Outstanding leadership skills and ability to inspire, motivate and provide vision
  • Intellectual curiosity and a desire to contribute to a broader business conversation
  • Ability to work with all types of individuals, from technicians to executives
  • Ability to adapt to ever changing business climate while maintaining perspective and path to mission success
  • Proven track record of building and developing successful partner realtionships that have been monetized
  • Strong understanding of the sell in\sell through concept
  • Track record of success forecasting accurately and managing sales expenses
  • Indirect sales enablement and development experience


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