ISV Strategic Partnership Business Development Manager

Context & Impact

Lansweeper is scaling its ISV partnership business as one of the company's most strategic growth levers. Today, ISV revenue represents approximately 5% of total ARR — with a clear ambition to grow this to 20% of total ARR within the next five years. As Senior ISV Strategic Partnership Business Development Manager, you will own the development, expansion, and commercialization of Lansweeper's ISV partner ecosystem. You will turn Lansweeper's market-leading IT Asset Intelligence data into a competitive product advantage for technology partners across Cybersecurity, ITSM, SAM, and CMDB automation markets. Your mandate is twofold: accelerate revenue from existing ISV partnerships and capture new high-impact opportunities — with a primary focus on the cybersecurity vertical — while building scalable frameworks that enable embedded sales and integration success on a global scale.

Challenge

The main challenges you'll face are:

• Balancing portfolio depth with pipeline growth — driving commercial results from existing ISV accounts while simultaneously identifying, recruiting, and onboarding the next generation of strategic partners.
• Translating technical integration potential into revenue — bridging product, engineering, and partner ecosystems to build joint go-to-market motions that generate measurable, partner-sourced ARR.
• Operating as a business owner — this role demands an entrepreneurial mindset. You will need to think at the level of the book of business, not the individual deal, and navigate a fast-scaling, ambiguous partner environment with autonomy and strategic clarity.

Key Responsibilities

• Develop and lead Lansweeper's global ISV partnership strategy with a primary focus on the cybersecurity market, aligning partner programs to ARR growth targets.
• Identify, recruit, and onboard new Independent Software Vendors, enabling embedded, sell-through, and co-sell integration models at scale.
• Drive revenue growth within existing ISV accounts through structured joint business planning, integration roadmap alignment, monetization modeling, and Executive Business Reviews (EBRs).
• Build and execute co-marketing and sales enablement programs in close collaboration with Product, Marketing, Pre-Sales, and Engineering teams.
• Own and track partner success KPIs — including partner-sourced pipeline, partner-contributed ARR, and integration adoption metrics — and report on performance against targets.
• Represent Lansweeper at international industry events, summits, and partner forums to expand the ISV network and reinforce Lansweeper's position in the cybersecurity ecosystem.

Hard Skills

• 8–10+ years of experience in ISV business development, OEM alliances, or strategic technology partnerships within the enterprise software space.
• Demonstrated success in the cybersecurity market, with a strong understanding of API-driven integrations and embedded software partnerships.
• Proven track record of executing go-to-market programs with ISV or technology partners, including co-sell, co-market, and embedded integration motions.
• Strong commercial acumen with hands-on experience managing partner pipeline, forecasting partner-sourced revenue, and owning ARR contribution targets.
• Above-average technical understanding of the cybersecurity landscape — including relevant frameworks, tooling categories, and integration patterns.
• Established network within the cybersecurity ecosystem (vendors, alliances leaders, integration partners).
• Fluent in English; additional European languages are an advantage.

Soft Skills

• Entrepreneurial and autonomous — comfortable navigating ambiguity and driving results without a fully defined playbook.
• Strategic thinker with strong executional discipline — able to hold the long-term vision while delivering short-term commercial wins.
• Skilled relationship builder and influencer, with the ability to engage C-level executives, technical teams, and partner stakeholders with equal credibility.

AI-Specific Skills

Lansweeper is an AI-native company, and AI fluency is a hard requirement for this role — not a nice-to-have. In this role, AI is embedded at both the strategic and operational level. You will be expected to:

• Use AI tools including Salesforce, Gong, and Claude to drive pipeline intelligence, surface partner insights, automate outreach and proposal drafting, and optimize CRM workflows on a daily basis.
• Apply AI strategically to evaluate emerging AI-driven partner opportunities, identify whitespace in the ISV ecosystem, and inform joint go-to-market positioning.
• Operate as a confident, day-to-day practitioner of AI tools — integrating them into prospecting, partner research, business case development, and performance reporting workflows.

Our Offer

• Time off — 20 vacation days + 3 sick days + 6 personal days + 12 public holidays.
• Health & protection — Medical, dental, vision, life, and disability insurance, plus EAP mental health support.
• Pension — 401(k) with 4% employer match.
• Work setup — Hybrid working with full telework equipment and a monthly internet allowance.

About Lansweeper

Lansweeper is the AI Cyber Asset Intelligence platform helping IT and Security teams gain full visibility, reduce cyber risk, and scale automation with confidence. In today's complex IT, OT, cloud, and IoT environments, fragmented asset data slows decisions and increases risk. We transform raw asset data into a continuously validated, trusted source of truth — so teams can move faster and act with certainty. With Lansweeper, organizations can:

• See – Truly complete visibility across hybrid environments
• Know – Enriched asset intelligence with lifecycle and risk context
• Act – Automate workflows, coordinate remediation, and enforce policy at scale

From universal asset discovery to AI-powered intelligence, we provide the shared foundation modern IT Operations, Cybersecurity, and Digital Transformation teams rely on.

Our Culture

We're built on four core values:

• One Team – United across boundaries
• We Care – Customers and people at the center
• We Grow – Learning, sharing, improving
• We Deliver – Focusing on what truly matters