SolarWinds
Overview
We are seeking an experienced and driven GSI Alliance Manager to lead and grow strategic relationships with GSI partners. This candidate will be responsible for developing joint go-to-market strategies, enabling partner success, driving pipeline growth, building executive and C-level partner relationships, and collaborating with internal stakeholders and sales teams. The ideal candidate is a strategic thinker, skilled collaborator, and results-oriented professional with a deep understanding and experience with global partner ecosystems and enterprise-level sales cycles.
Responsibilities
Develop a joint business plan for assigned partners, focusing on growth, new logo acquisition, customer expansion, and long-term customer retention and renewal.
Influence executive-level relationships and initiatives for long-term sustained account success, acting as a trusted advisor and advocate.
Drive partner enablement, ensuring GSI teams have the necessary training, resources, and tools.
Collaborate closely with regional sales, engineering, and global alliance leaders to identify, pursue, close, and track customer opportunities.
Track and report partner performance, pipeline, and weekly forecasts, providing accurate quarterly forecasts and business plan execution.
Plan and execute sales campaigns with partners and internal stakeholders to build new pipelines and results.
Co-sell with GSI counterparts facing end users, delivering the SolarWinds value proposition and applying sales methodology.
Effectively use business tools such as SFDC, Microsoft PowerPoint, Excel, Word, Teams, Zoom, and Slack to manage business operations.
Required Skills
Bachelor’s degree or equivalent experience.
Minimum 7 years of experience as a GSI Channel or Account Manager, preferably with a SaaS/ISV organization.
Strong understanding of enterprise software sales cycles and partner-led GTM models.
Experience in the Observability Tools Landscape is preferred.
Ability to understand and successfully navigate complex GSI relationships.
Experience engaging and influencing C-level executives.
Experience managing partnerships against quarterly targets.
Excellent communication skills and a strong sense of ownership.
Skilled in negotiating contracts and growth plans with GSI partners.
Ability to work in a fast-paced, matrixed environment within a global technology company.
Willingness to travel approximately 25%.
Preferred Experience
Experience growing partnerships in the Americas with companies like Accenture, HCL, TCS, Cognizant, Infosys, or Kyndryl.
Background in observability or cybersecurity.
MBA or other advanced degree.
Qualifications & Compliance 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
Details
Seniority level: Mid-Senior level
Employment type: Full-time
Job function: Sales and Business Development
Industries: Software Development
We’re looking to connect with qualified candidates in Austin, TX. Please note: this description is focused on the GSI Alliance Manager role and may be complemented by related postings.
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Responsibilities
Develop a joint business plan for assigned partners, focusing on growth, new logo acquisition, customer expansion, and long-term customer retention and renewal.
Influence executive-level relationships and initiatives for long-term sustained account success, acting as a trusted advisor and advocate.
Drive partner enablement, ensuring GSI teams have the necessary training, resources, and tools.
Collaborate closely with regional sales, engineering, and global alliance leaders to identify, pursue, close, and track customer opportunities.
Track and report partner performance, pipeline, and weekly forecasts, providing accurate quarterly forecasts and business plan execution.
Plan and execute sales campaigns with partners and internal stakeholders to build new pipelines and results.
Co-sell with GSI counterparts facing end users, delivering the SolarWinds value proposition and applying sales methodology.
Effectively use business tools such as SFDC, Microsoft PowerPoint, Excel, Word, Teams, Zoom, and Slack to manage business operations.
Required Skills
Bachelor’s degree or equivalent experience.
Minimum 7 years of experience as a GSI Channel or Account Manager, preferably with a SaaS/ISV organization.
Strong understanding of enterprise software sales cycles and partner-led GTM models.
Experience in the Observability Tools Landscape is preferred.
Ability to understand and successfully navigate complex GSI relationships.
Experience engaging and influencing C-level executives.
Experience managing partnerships against quarterly targets.
Excellent communication skills and a strong sense of ownership.
Skilled in negotiating contracts and growth plans with GSI partners.
Ability to work in a fast-paced, matrixed environment within a global technology company.
Willingness to travel approximately 25%.
Preferred Experience
Experience growing partnerships in the Americas with companies like Accenture, HCL, TCS, Cognizant, Infosys, or Kyndryl.
Background in observability or cybersecurity.
MBA or other advanced degree.
Qualifications & Compliance 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
Details
Seniority level: Mid-Senior level
Employment type: Full-time
Job function: Sales and Business Development
Industries: Software Development
We’re looking to connect with qualified candidates in Austin, TX. Please note: this description is focused on the GSI Alliance Manager role and may be complemented by related postings.
#J-18808-Ljbffr