GSI Channel Manager, Americas

Summary:

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.