Director of GSI Alliances - US Remote

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!

Role Overview

We are seeking a dynamic and experienced GSI Partner Business Leader responsible for leading a team building,expanding, and managing key GSI partners driving revenue growth, solution adoption, and strategic alignment. This role is pivotal in scaling SolarWinds’ observability business by building, managing, and growing high-impact partnerships with top-tier GSIs (such as Accenture, Infosys, Wipro, TCS, and others). The ideal candidate has a successful background with global GSIs and enterprise software sales (preferably observability or infrastructure software), with demonstrated success and expertise developing and activating GSI partners, building executive relationships, and scalable GSI programs and initiatives. The candidate must also have experience with forecasting with accuracy, deal inspection, and sales predictability. This role requires an entrepreneurial mindset, strategic selling experience, and a deep understanding of how GSIs operate and drive influence in enterprise buying decisions. The ideal candidate has also operated in a matrixed organization aligning with sales on key opportunities.

Key Responsibilities

• Define and execute a global GSI partner strategy aligned to corporate growth objectives. Own and drive revenue growth through GSI partnerships across global markets, aligned to SolarWinds’ go-to-market strategy. Stay abreast of industry trends, competitive landscapes or partner developments to refine the strategy.

• Develop global GSI partnerships executing on strategic joint business plans, focusing on scalable enablement and pipeline build with strategic co-selling motions/account alignment, solution co-creation, and sales execution.