GSI Alliances Manager

Your Role:

Global alliances executive will be responsible for Global engagement for India Led GSI ecosystem accelerating Observability revenues through ecosystem development and offer driven GTM.

Your Impact:

• Develop and maintain a detailed solid understanding of key Global System Integrator offerings portfolio map SolarWinds Observability Portfolio strengths to fill partner portfolio gaps and improve partner’s ability to compete.
• Build and develop durable executive relationships, both globally and in the regions, resulting in a delighted partners and mutual customers.
• Own, influence, and orchestrate relationships globally and in the field with the partner offering teams that can help drive SolarWinds offerings and strategic positioning.
• Facilitate engagement between SolarWinds product management teams and the partners to support joint solution development and roadmap evolution.
• Identify and drive joint offering opportunities and placement of SolarWinds technologies as partner acknowledged “standard reference architecture”.
• Understand Partner’s service offerings, service delivery models and constraints, and lead effort to develop deployment models for SolarWinds products.
• Responsible for overall pricing strategy with partner and decision support analysis for pricing and discounting decisions.
• Work with the Regional Sales Managers and Technical Account Managers, support large joint deals with field sales reps and regional leadership.
• Deliver a Sales Execution Plan to grow the alliances revenue over a 3 year term.
• Facilitate legal requests, manage contract negotiations, licensing engagements and market/demand generation activities.

Your Experience:

• At least 15 years of relevant professional experience, ideally in the following disciplines: business development/alliances; partner sales at a leading high-tech company; enterprise sales; GSI practice; or OEM sales.
• At least 5 years of direct experience selling to, through and with leading GSIs, as-a-Service models and indirect sales motions.
• Strong knowledge of the Observability Landscape preferred.
• Technical skills including the ability to understand (1) product roadmaps; (2) market conditions and factors; and (3) complex partner requirements.
• Graduate degree required.
• Track record of outstanding alliance sales performance at past roles.
• Ability to think strategically and translate strategy into execution plans.
• Ability to influence and build consensus with people across all levels and functions with a sense of urgency.
• Experience negotiating complex agreements in a timely manner.
• Crisp and effective communication skills, including significant experience presenting to senior executives. Ability to convey a shared vision to build buy-in for an idea or concept.