Strategic ISV Business Development Manager (Charlotte)

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 OverviewSolarWinds 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 ResponsibilitiesIdentify, prospect, and acquire new ISV partners that expand SolarWinds' reach in the database and data management marketsDevelop and negotiate partnership agreements that create mutual value and establish clear commercial termsOwn revenue quota for new partnership-sourced business and be accountable for pipeline development and closureServe as the primary business point of contact and strategic quarterback for each partnership, managing stakeholder alignment across engineering, product, customer success, and sales teamsProject manage technical integration efforts, ensuring timely delivery of integrations and joint solutions without performing the technical work directlyLead go-to-market planning and execution for new ISV partnerships, including joint messaging, positioning, and sales enablementBuild and maintain a pipeline of prospective ISV partners and track partnership maturity and performance metricsCollaborate with Solution Engineering and Product teams to ensure ISV solutions align with product roadmap and customer needsRepresent SolarWinds in partnership discussions, speaking with credibility about our database solutions and strategic directionRequired Qualifications10+ years of business development, partnerships, or alliances experience at technology companies in the database, data infrastructure, or data analytics spaceDemonstrated experience working with or for ISV partners such as Databricks, Snowflake, MongoDB, SAP HANA, or similar database/data platform companiesProven hunter mentality with a track record of identifying, closing, and scaling new business relationshipsStrong ability to manage complex, cross-functional initiatives and stakeholders across technical and business teamsComfort with ambiguity and ability to drive results in a fast-moving, entrepreneurial environmentExcellent communication and negotiation skills, with the ability to build credibility with C-level and technical audiences alikeExperience managing partnership pipelines and consistently achieving revenue targetsMust be US-basedPreferred QualificationsExperience with database performance monitoring, management, or administration toolsTrack record of successful go-to-market launches with technology partnersFamiliarity with SolarWinds products or the broader database management solutions marketExperience managing technical integration projects or collaborating closely with engineering teamsWhat We're Looking ForYou 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: