Remote Channel Partner Manager Jobs in Washington, DC

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!
About the Role
The Sr. Director, Field & Partner Marketing - North America is a strategic, high-energy leader responsible for driving go-to-market execution across the region.
This role sits at the intersection of pipeline generation, partner co-marketing, and regional field strategy, leading integrated programs that accelerate revenue across Commercial, Enterprise and Public Sector segments.
You will lead a team of field and partner marketers, partner closely with Sales and Channel leadership, and serve as the connective link between corporate marketing strategy and in-market execution. The ideal candidate is equally comfortable shaping strategy with senior sales leaders and working hands-on with their team to develop and launch effective partner co-marketing campaigns and direct marketing campaigns.
What You'll Do
• Develop and lead the North America field and partner marketing strategy, aligning regional programs to pipeline targets and go-to-market priorities across Commercial and Public Sector segments.
• Partner with Channel Sales to prioritize partner investments, develop co-branded assets, and activate partners through Market Development Funds (MDF) and campaign-in-a-box programs.
• Develop and execute co-marketing programs with channel partners, value-added resellers (VARs), distributors, and technology alliances.
• Build and manage an integrated calendar of field programs-including regional events, executive roundtables, third-party sponsorships, and digital activations-mapped to pipeline stages, partner priorities, and sales territories.
• Collaborate with the global events team on the North America event strategy for major conferences and SolarWinds-hosted experiences, including budget management, logistics, and return-on-investment measurement.
• Partner closely with Sales leadership to align on territory priorities, lead-quality expectations, and post-event follow-up strategies.
• Track, analyze, and report partner-sourced and partner-influenced pipeline contribution, with a focus on improving partner attach rates across key segments.
• Lead, develop, and grow a high-performing team of field and partner marketing professionals across North America, fostering accountability, creativity, and collaboration.
• Collaborate with Demand Generation, Campaign, Product Marketing, and Sales to ensure integrated program planning and consistent messaging throughout the buyer journey.
What You'll Bring
• 12+ years of experience in B2B field and partner marketing, including at least 3 years in a senior regional marketing or partner marketing leadership role.
• A proven track record of driving pipeline and revenue through integrated field and channel marketing programs in a B2B SaaS or technology environment.
• Strong understanding of channel and partner marketing, including MDF management, co-sell motions, partner enablement, and partner demand generation.
• Established relationships with reseller and distribution marketing and sales leaders.
• Experience supporting enterprise, Commercial, and Public Sector go-to-market motions, including SLED or Federal markets.
• A builder's mindset and enthusiasm for developing programs, processes, and team capabilities from the ground up.
• A data-driven approach and the ability to balance strategic thinking with disciplined execution.
• Experience planning and executing in-person and virtual events, from regional roadshows to large-scale owned conferences.
• Demonstrated ability to lead, develop, and retain high-performing marketing teams.
• Excellent cross-functional communication and influencing skills, with the ability to engage effectively with VP- and C-suite-level leaders as well as individual contributors.
• Experience managing large budgets and doing accruals.
Preferred Tools and Systems
• Salesforce CRM
• Impartner
• Tableau
• Asana
• Goldcast
Experience with these tools is preferred but not required.
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