Job description

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! 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. 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: solarwinds.com

Requirements

Must-haves

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
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
All applications are treated in accordance with the SolarWinds Privacy Notice: https://www.solarwinds.com/applicant-privacy-notice

Nice-to-haves

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

Application prep

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Keywords to mirror

Platform: greenhouse
Effort: quick