10+ years in business development, partnerships, or alliances within tech companies focused on databases or data infrastructure.
Proven experience with ISV partners like Databricks, Snowflake, or SAP HANA.
Strong hunter mentality with demonstrated success in closing and managing business relationships.
Ability to manage complex initiatives involving multiple stakeholders from technical and business backgrounds.
Comfortable in a fast-paced, entrepreneurial environment with a focus on results.
Excellent communication and negotiation skills for both C-level and technical discussions.
Experience in managing partnership pipelines and achieving revenue targets.
Responsibilities
Identify and acquire new ISV partners to expand market reach.
Negotiate partnership agreements that establish mutual value and clear terms.
Own revenue quota for new business generated from partnerships.
Act as the key contact for partnerships, ensuring alignment across various internal teams.
Manage technical integrations of partner solutions without executing technical work directly.
Execute go-to-market planning for new partnerships including joint messaging and sales enablement.
Maintain a pipeline of ISV partners while tracking performance metrics.
Benefits
Collaborative and entrepreneurial work environment.
Opportunities for professional growth and development.
Involvement in strategic decision-making processes.
Flexible work arrangements with the potential for remote work.
Full Job Description
Position Overview
SolarWinds Database Business Unit is seeking a Strategic ISV Partnerships Manager to drive revenue growth through the development and execution of strategic partnerships with independent software vendors (ISVs) in the database and data infrastructure space. This is a hunter-focused role with quota accountability, where you will identify, negotiate, and close new ISV partnerships while serving as the quarterback for the entire relationship lifecycle-from technical integration through successful go-to-market execution. Key Responsibilities
Identify, prospect, and acquire new ISV partners that expand SolarWinds' reach in the database and data management markets
Develop and negotiate partnership agreements that create mutual value and establish clear commercial terms
Own revenue quota for new partnership-sourced business and be accountable for pipeline development and closure
Serve as the primary business point of contact and strategic quarterback for each partnership, managing stakeholder alignment across engineering, product, customer success, and sales teams
Project manage technical integration efforts, ensuring timely delivery of integrations and joint solutions without performing the technical work directly
Lead go-to-market planning and execution for new ISV partnerships, including joint messaging, positioning, and sales enablement
Build and maintain a pipeline of prospective ISV partners and track partnership maturity and performance metrics
Collaborate with Solution Engineering and Product teams to ensure ISV solutions align with product roadmap and customer needs
Represent SolarWinds in partnership discussions, speaking with credibility about our database solutions and strategic direction
Required Qualifications
10+ years of business development, partnerships, or alliances experience at technology companies in the database, data infrastructure, or data analytics space
Demonstrated experience working with or for ISV partners such as Databricks, Snowflake, MongoDB, SAP HANA, or similar database/data platform companies
Proven hunter mentality with a track record of identifying, closing, and scaling new business relationships
Strong ability to manage complex, cross-functional initiatives and stakeholders across technical and business teams
Comfort with ambiguity and ability to drive results in a fast-moving, entrepreneurial environment
Excellent communication and negotiation skills, with the ability to build credibility with C-level and technical audiences alike
Experience managing partnership pipelines and consistently achieving revenue targets
Must be US-based
Preferred Qualifications
Experience with database performance monitoring, management, or administration tools
Track record of successful go-to-market launches with technology partners
Familiarity with SolarWinds products or the broader database management solutions market
Experience managing technical integration projects or collaborating closely with engineering teams
What We're Looking For
You are entrepreneurial, scrappy, and comfortable wearing multiple hats. You thrive on building new relationships and closing deals, but you also have the organizational skills and patience to shepherd complex partnerships through integration and launch. You understand the database ecosystem intimately and can speak credibly about technical requirements and strategic fit. Most importantly, you are driven by quota and results-you want to own the full business impact of the partnerships you build.
About SolarWinds
SolarWinds Corporation provides IT infrastructure management software products. The Company offers products that are designed to monitor and manage the performance of servers, networks, databases, applications, and storage from a single web-based dashboard. SolarWinds serves customers worldwide. SolarWinds Corporation was founded in 1999 and is headquartered in Austin, Texas.
