Strategic ISV Business Development Manager

SolarWinds; Austin (TX); On-site; USD 150,000 - 230,000; Full time

Job summary

SolarWinds is seeking a Strategic ISV Partnerships Manager to drive revenue through strategic alliances with software vendors in the database and data infrastructure space. You will own the partnership lifecycle—from prospecting and negotiation to go-to-market execution—coordinating across engineering, product, and sales.

Ideal candidates have 10+ years in partnerships at tech firms, a hunter mentality, and a proven track record closing and scaling ISV deals with vendors like Databricks or

Qualifications

• Ten-plus years in partnerships or alliances at technology companies.
• Experience with ISV partners such as Databricks, Snowflake, SAP HANA, or similar.
• Proven hunter mentality with a track record of closing and scaling ISV deals.

Responsibilities

• Identify, prospect, and acquire new ISV partners to expand SolarWinds' reach.
• Develop and negotiate partnership agreements with clear commercial terms.
• Own revenue quota for new partnerships and manage pipeline from source to closure.
• Serve as primary business contact and align across engineering, product, customer success, and sales.
• Lead go-to-market planning and joint messaging for partnerships.
• Build and maintain a partner pipeline and track performance metrics.
• Collaborate with Solution Engineering to ensure alignment with product roadmap.

Skills

Partnerships

Business Development

Negotiation

Stakeholder Management

Cross-functional Leadership

Quota Attainment

Go-to-Market

Account Management

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.

Equal Employment Opportunity

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.

Privacy Notice

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