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We are seeking a Lead Product Manager to own the Salesforce Lead-to-Opportunity and Partner Relationship Management (PRM) domains within the IT Business Applications team. This is a senior individual contributor role for a true top-of-funnel expert, someone who has lived the mechanics of lead capture, scoring, routing, and conversion, who can speak fluently about MQL, SAL, and SQL definitions and the handoff points between them, and who understands what breaks when marketing-to-sales handoff is poorly designed.
You will own the full path from first touch to qualified opportunity across both direct and partner-led motions: lead management and routing, marketing-to-sales handoff, account and territory management, deal registration and partner co-sell, and the data foundation that pipeline and forecasting depend on. You will set the roadmap for these domains, lead solution design, and direct an offshore Salesforce delivery team through execution.
This role sits at the center of the go-to-market engine. You will partner daily with leaders across Marketing Operations, Sales Development, Sales Operations, and Channel, and your decisions will show up directly in conversion rates, speed-to-lead, partner-sourced pipeline, and forecast accuracy.
Key Responsibilities
- Lead Management & Top-of-Funnel Process
- Own the end-to-end lead lifecycle in Salesforce: capture, enrichment, deduplication, scoring, qualification, routing, conversion, and recycling/nurture return paths
- Define and govern lead stage and status models, including MQL, SAL, and SQL definitions, entry and exit criteria, and the disposition reasons that make funnel reporting trustworthy
- Design and continuously tune lead routing and assignment logic, round robin, territory-based, account-based, and capacity-aware models, along with SLA enforcement and escalation for unworked leads
- Own the marketing-to-sales handoff: alignment with Marketing Operations on campaign attribution, Marketing Automation Platform, MAP-to-CRM sync, form and inbound channel intake, and clean transfer of context to Sales Development
- Improve speed-to-lead and lead-to-opportunity conversion through automation, data quality controls, and AI-assisted qualification where it delivers measurable value
- Define and drive lead-to-account matching and account-based motions, ensuring inbound demand lands with the right owner on the right account
- Partner Relationship Management & Channel
- Own the PRM platform and the partner-facing experience: partner onboarding, tiering, user provisioning, and portal capability
- Design and own the deal registration process end to end, submission, validation, approval, expiry, renewal, and channel conflict resolution rules
- Enable partner-sourced and partner-influenced pipeline tracking with clean attribution across direct, reseller, distributor, and co-sell motions
- Partner with Channel Sales and Partner Marketing on MDF, incentive, co-marketing, and partner performance reporting capabilities
- Align partner and direct territory, account ownership, and crediting rules so both motions can operate without contention
- Account, Territory & Forecasting
- Own account and contact management standards: hierarchy design, account segmentation, ownership rules, data stewardship, and enrichment strategy
- Own territory management, territory model design, assignment rules, quota alignment, and the annual and mid-year planning and realignment cycles
- Own opportunity management standards including stage definitions, exit criteria, required fields, and pipeline hygiene controls
- Deliver forecasting capability in Salesforce: forecast categories, roll-up hierarchies, submission and commit workflows, adjustments, and forecast accuracy reporting
- Partner with Sales Operations and Finance to ensure pipeline, bookings, and forecast data reconcile across CRM and reporting systems
- Product Strategy & Roadmap
- Own a minimum four-quarter rolling roadmap for the Lead-to-Opportunity and PRM domains, sequenced with functional leadership
- Build business cases for significant investments, quantifying impact on conversion, cycle time, pipeline coverage, and partner revenue
- Define and report on domain KPIs, speed-to-lead, MQL-to-SAL-to-SQL conversion, routing SLA compliance, deal registration cycle time, partner-sourced pipeline, forecast accuracy, and CRM data quality
- Provide strategic guidance on process design and technology footprint, including evaluation of Salesforce native capability versus AppExchange or adjacent GTM tooling
- Contribute to CRM platform architecture and governance decisions alongside the Director and peer product managers
- Delivery & Execution
- Lead discovery and design for new capabilities, producing functional and high-level technical design documents for the offshore delivery team
- Work closely with offshore Salesforce development teams across sprint cycles, owning backlog priority, story quality, and acceptance
- Coordinate cross-system impacts across marketing automation, data enrichment, CPQ, and downstream reporting and data platforms
- Own release readiness, test strategy, UAT coordination with business users, deployment planning, and post-release validation
- Manage concurrent workstreams and set clear expectations with stakeholders on scope, sequencing, and timelines
- Stakeholder Leadership & Enablement
- Act as the trusted advisor to Marketing Operations, Sales Development, Sales Operations, and Channel leadership on funnel and partner process design
- Facilitate structured discovery sessions to frame problem statements, quantify business impact, and capture detailed requirements
- Communicate trade-offs and prioritization rationale clearly to senior stakeholders, and negotiate scope without eroding platform health
- Own adoption and enablement, documentation, process flows, training, and change management for new capabilities
- Mentor product owners on domain knowledge, requirements quality, and solution design
Required Experience
- 10+ years of IT or business systems experience across the full software development lifecycle: analysis, design, development, testing, implementation, and documentation
- 6+ years of hands-on experience with Salesforce Sales Cloud, including configuration, data model, automation, and process design in a complex enterprise org
- Deep, demonstrable expertise in top-of-funnel process: lead capture, enrichment, scoring, routing and assignment, qualification, and conversion
- Proven command of funnel stage frameworks, MQL, SAL, and SQL definitions, handoff criteria, SLAs, and the reporting that holds them accountable
- Direct experience owning marketing-to-sales handoff, including integration with a marketing automation platform (Marketo, Pardot/Account Engagement, HubSpot, Eloqua) and lead-to-account matching
- 3+ years of hands-on experience with Partner Relationship Management, including deal registration, partner portals, and channel conflict rules
- Hands-on experience delivering account management, territory management, and forecasting capability in Salesforce
- Experience directing offshore or distributed Salesforce development teams through agile sprint delivery
Skills & Competencies
- Deep understanding of go-to-market operating models across direct, channel, and co-sell motions, and how CRM design either enables or obstructs them
- Strong grasp of CRM data quality fundamentals: deduplication, enrichment, matching, hierarchy management, and the downstream reporting consequences of each
- Ability to set direction for a domain independently, owning roadmap, prioritization, and outcomes rather than tasks
- Excellent requirements and documentation skills, with specifications that hold up through build, test, and release
- Strong analytical judgment, comfortable working with funnel metrics and conversion data to locate the real bottleneck
- Executive-ready communication, able to influence senior business stakeholders and engage technical teams with equal credibility
- Able to prioritize and execute across competing demands in a fast-paced, high-visibility environment
- Curious and adaptable, with active interest in evolving Salesforce capabilities including Data Cloud and AI-assisted selling and qualification
- Highly self-motivated, self-directed, and a collaborative team player
Education & Certifications
- Bachelor's degree (4-year) in a technical or business field required
- Salesforce certifications strongly preferred: Sales Cloud Consultant, Administrator, Platform App Builder; Experience Cloud or Marketing Cloud Account Engagement a plus
What Makes This Role Unique
Most Salesforce product roles own a slice of the funnel. This one owns the whole front end of the revenue engine, from the first inbound touch, through partner-registered deals, to a qualified opportunity sitting in an accurate forecast. You will have genuine roadmap ownership across two connected domains, direct access to the marketing, sales, and channel leaders whose numbers depend on your design decisions, and the mandate to fix top-of-funnel problems at the root rather than patch them. For a product manager with real Lead-to-Opportunity and PRM depth, this is a rare combination of scope, autonomy, and visible impact.
The salary range for this position is in the range of $100K – $140K, depending on experience and qualifications
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.
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