Role OverviewWe are seeking a dynamic and experienced GSI Partner Business Leader responsible for leading a team building,expanding, and managing key GSI partners driving revenue growth, solution adoption, and strategic alignment. This role is pivotal in scaling SolarWinds' observability business by building, managing, and growing high-impact partnerships with top-tier GSIs (such as Accenture, Infosys, Wipro, TCS, and others).
The ideal candidate has a successful background with global GSIs and enterprise software sales (preferably observability or infrastructure software), with demonstrated success and expertise developing and activating GSI partners, building executive relationships, and scalable GSI programs and initiatives. The candidate must also have experience with forecasting with accuracy, deal inspection, and sales predictability. This role requires an entrepreneurial mindset, strategic selling experience, and a deep understanding of how GSIs operate and drive influence in enterprise buying decisions. The ideal candidate has also operated in a matrixed organization aligning with sales on key opportunities.
Key Responsibilities- Define and execute a global GSI partner strategy aligned to corporate growth objectives. Own and drive revenue growth through GSI partnerships across global markets, aligned to SolarWinds' go-to-market strategy. Stay abreast of industry trends, competitive landscapes or partner developments to refine the strategy.
- Develop global GSI partnerships executing on strategic joint business plans, focusing on scalable enablement and pipeline build with strategic co-selling motions/account alignment, solution co-creation, and sales execution.
- Build and maintain executive level relationships with key GSIs. Conduct relationship mapping driving partnership influence across key practice areas, executives, technical resources, marketing, and account owners.
- Leads GSI enablement strategies ensuring partners are trained and certified on company offerings or managed services.
- Build pipeline predictability implementing rigorous forecasting and reporting practices; ensure transparency across partner-influenced and partner-sourced deals.
- Drive global coordination with field sales teams to ensure consistent GSI engagement and execution across key regions (India, ASEAN, Pacific, EMEA, Americas).
- Successfully influence the full sales cycle, from opportunity identification and qualification through to closure-working with cross-functional teams (Marketing, Channel, Product, Sales Ops).
- Conduct regular business reviews with internal stakeholders and GSI partners to assess progress, resolve blockers, refine strategy driving pipeline and revenue growth. Work closely with sales, marketing, product and customer success teams to ensure proper alignment and customer outcomes.
- Evangelize the SolarWinds Observability platform, articulating value propositions in the context of GSI-led digital transformation initiatives.
- Hire, coach and develop a global GSI team of channel managers to support the GSI strategy aligned to the SWI mission, values, and growth objectives. Lead and empower a global team driving strong employee engagement, professional development, and results.
Required Qualifications- 15+ years of enterprise software sales or alliance leadership experience, with at least 5 years in a role managing GSIs or strategic partners.
- Proven success in building revenue-generating alliances with GSIs-deep understanding of their sales models, incentives, and decision processes. Experience developing co-sell and joint GTM motions.
- Strong command of sales forecasting, pipeline management, and deal inspection methodologies (e.g., MEDDIC, Command of the Message, etc.).
- Track record of exceeding revenue targets through partner-driven sales motions.
- Excellent executive presence and ability to influence stakeholders both internally and externally.
- Strong collaboration, communication, and negotiation skills; experience working in matrixed organizations.
- Domain knowledge in Observability, IT Operations, Cloud Infrastructure, or adjacent technologies is highly desirable.
Preferred Qualifications- Prior experience in fast-paced SaaS or high-growth tech companies.
- Familiarity with Salesforce, Clari, and other forecasting or partner management tools.
- Global experience or exposure to multiple geographies (especially India, ASEAN, and North America).
Why Join Us?At SolarWinds, you'll be part of a company that values simplicity, accountability, and collaboration. You'll work with some of the brightest minds in tech and alliances-and have the chance to shape how the world's leading GSIs partner with us to modernize IT and observability for global enterprises.
