Strategic ISV Business Development Manager

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

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