Global Sales Director, GSI Alliances

at SolarWinds (View all jobs)

Bangalore, India

Req ID: 200655

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!

Your Role:

The SolarWinds Sales team is looking for a Head for the global system integrator (GSI) business to join us in India. In this role, you will define the strategy to further develop the GSI program and key partnerships across the globe. You’ll work with SolarWinds teams across the globe and help them achieve their sales numbers and goals. You’ll provide leadership to a team of GSI partner account managers based in the countries, as well as work closely with the global partner team and the global marketing, business development, and services teams. As a Head, you will establish and nurture key relationships between the respective executive teams as well as key product and field associates, helping to guide the success of the partnership for both companies.

Your Impact:

  • Further develop and carry out the SolarWinds GSI strategy and business plan including sales, marketing, and go-to-market strategies, programs, and offerings
  • Build and maintain executive relationships with leaders of key GSI partners; manage executive meeting frequency, i.e., quarterly business reviews (QBRs)
  • Represent SolarWinds and GSI alliances as a spokesperson, subject matter expert, and presenter at internal and external events
  • Serve as a point of escalation to help resolve field conflicts using network of key contacts within both companies as well as knowledge of mutual businesses
  • Obtain critical consensus for SolarWinds by positioning, educating, and marketing SolarWinds’ value proposition across GSI partnerships with both traditional solutions as well as emerging technologies for selected GSI platforms and offerings
  • Lead the development and communication of the partnership performance analysis, including financial performance, key metrics, and related insight
  • Work closely with in-country sales teams to guide collaboration and engagements with global SI teams
  • Attain the sales objectives set for the GSI ecosystem

Your Experience:

  • 15+ years of sales or business development experience with an outstanding record of success
  • 4-5 years of experience serving in a senior-level partner or GSI sales based role
  • Excellence in forecast management with demonstrated record of managing an accurate forecast in a regional capacity
  • Demonstrated capability in strategic planning and implementation of partner programs
  • Channel sales management experience, including managing global alliance partners, ideally GSIs
  • Experience building and managing direct and virtual teams of partner managers
  • Record selling software technology platforms to APAC regional partners
  • Experience serving in partner ecosystem leadership roles within APAC
  • Good working knowledge of SolarWinds’s partner program and ecosystem
  • Demonstrated leadership capabilities in a cross-functional environment
  • Willingness to be flexible with various time zones

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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