GSI Alliances Manager

Austin, Texas

Req ID: 201440

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:

Global alliances executive will be responsible for Global engagement for India Led GSI ecosystem accelerating Observability revenues through ecosystem development and offer driven GTM.

Your Impact:

Develop and maintain a detailed solid understanding of key Global System Integrator offerings portfolio map SolarWinds Observability Portfolio strengths to fill partner portfolio gaps and improve partner’s ability to compete.
Build and develop durable executive relationships, both globally and in the regions, resulting in a delighted partners and mutual customers.
Own, influence, and orchestrate relationships globally and in the field with the partner offering teams that can help drive SolarWinds offerings and strategic positioning.
Facilitate engagement between SolarWinds product management teams and the partners to support joint solution development and roadmap evolution.
Identify and drive joint offering opportunities and placement of SolarWinds technologies as partner acknowledged “standard reference architecture”.
Understand Partner’s service offerings, service delivery models and constraints, and lead effort to develop deployment models for SolarWinds products.
Responsible for overall pricing strategy with partner and decision support analysis for pricing and discounting decisions.
Work with the Regional Sales Managers and Technical Account Managers, support large joint deals with field sales reps and regional leadership.
Deliver a Sales Execution Plan to grow the alliances revenue over a 3 year term.
Facilitate legal requests, manage contract negotiations, licensing engagements and market/demand generation activities.

Your Experience:

At least 15 years of relevant professional experience, ideally in the following disciplines: business development/alliances; partner sales at a leading high-tech company; enterprise sales; GSI practice; or OEM sales.
At least 5 years of direct experience selling to, through and with leading GSIs, as-a-Service models and indirect sales motions.
Strong knowledge of the Observability Landscape preferred.
Technical skills including the ability to understand (1) product roadmaps; (2) market conditions and factors; and (3) complex partner requirements.
Graduate degree required.
Track record of outstanding alliance sales performance at past roles.
Ability to think strategically and translate strategy into execution plans.
Ability to influence and build consensus with people across all levels and functions with a sense of urgency.
Experience negotiating complex agreements in a timely manner.
Crisp and effective communication skills, including significant experience presenting to senior executives. Ability to convey a shared vision to build buy-in for an idea or concept.

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