GSI Partner Alliance Manager – EMEA

We are seeking an experienced and driven GSI Alliance Manager to lead and grow strategic relationship GSI partners. This world-class candidate is responsible to develop joint go-to-market strategies including a SolarWinds observability practice, enable partner success, drive pipeline growth, build executive and C-level partner relationships, and collaboration/alignment 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 in collaboration with internal and partner stakeholders across the organization with a focus growth, new logo acquisition, customer expansion, long term customer retention and renewal, along with enablement and pipeline generation goals and activities
• Develop and influence executive level relationships, initiatives, and programs for long-term sustained account success. Act as trusted advisor and advocate ensuring frictionless engagement and long-term growth.
• Drive partner enablement ensuring GSI teams are equipped with the training, resources, and tools needed to represent SolarWinds solutions effectively. Drive compliance with Partner Program certifications.
• Collaborate and align closely with the regional sales, engineering, and global alliance leaders ensuring the identification, pursuit, closure, and tracking of customer opportunities to perpetuate the existing base of organization revenue – engage in customer-specific activities as needed.
• Track and report partner performance, pipeline and weekly forecast updates. Ability to report on overall health of the partnership with accurate quarterly forecast and business plan execution.
• Plan and execute sales campaigns in conjunction with partner and internal stakeholders building new pipeline and results for each investment.
• Co-sell with GSI counterparts facing end users where applicable delivering the SolarWinds value proposition, applying SolarWinds sales methodology, and closing tactics.
• Ability to effectively use business tools to successfully and efficiently manage your business such as SFDC, Microsoft PowerPoint, Excel, Word, Teams, Zoom, and Slack.

Requirements:

• Bahcelor’s degree or equivalent experience.
• Minimum 5 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 successfully growing revenue-generating partnerships with GSIs
• Experience in the Observability Tools Landscape preferred.
• Ability to understand and successfully navigate complex GSI relationships.
• Experience engaging and influencing C-level executives.
• Experience owning, driving and managing partnerships against quarterly targets.
• Excellent communicator and active listener with a strong sense of ownership in the work.
• Skilled in negotiating contracts and growth plans with current and prospective GSI partners
• Ability to work in a fast-paced, matrixed environment within a global technology company
• Willingness to travel approximately 25-35%.

Preferred Experience:

• Experience growing partnerships in EMEA with HCL,TCS, Cognizant, Infosys, or Kyndryl
• Background in observability or cybersecurity
• MBA or other advanced degree