SolarWinds
Austin, Texas
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. 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:
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. 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:
SolarWinds
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 At SolarWinds, we're a people-first company on a mission to enrich lives by helping customers accelerate business transformation. As an Outbound BDR, you are the engine of our growth. Unlike inbound roles, you don't wait for the phone to ring-you create the opportunity. You will proactively identify, research, and engage key stakeholders within targeted enterprise and mid-market accounts. You will utilize a cutting-edge tech stack (AI, Outreach, Salesforce) to spark curiosity in our solutions, acting as a strategic partner to our global sales teams while maintaining a high standard of accountability and empathy. Key Responsibilities Strategic Prospecting & Discovery: Execute high-volume, high-quality outbound campaigns using a multi-channel approach (phone, email, social). Leverage AI-driven prospecting tools to identify "intent signals" and tailor your outreach to specific customer pain points. Account Mapping & Research: Deep-dive into targeted accounts to identify key decision-makers (IT Managers, DBAs, DevOps Leads). Understand their current tech stack and business challenges before making the first contact. Technical "First-Touch" Demos: Conduct high-impact, 5-minute product demonstrations. You must be able to quickly show value to technical audiences, proving that SolarWinds can solve their specific infrastructure or database headaches. Lead Qualification: Rigorously qualify prospects using established frameworks (e.g., BANT or MEDDIC) to ensure every meeting handed over to the Sales Representatives has a high probability of closing. Pipeline Orchestration: Maintain 100% CRM hygiene in Salesforce. Submit weekly and monthly "pipeline commits" and collaborate closely with the sales team to ensure a seamless transition of opportunities. Market Intelligence: Act as a "boots on the ground" resource, providing Marketing and Product teams with feedback on recurring customer objections and emerging market trends. Success Metrics & KPIs Sales Qualified Leads (SQLs): Number of qualified opportunities accepted by Sales Representatives per month. Outbound Activity: Daily and weekly volume of cold calls, personalized emails, and social touches. Meeting Conversion Rate: The percentage of initial conversations that result in a scheduled and completed meeting. Pipeline Value: The total dollar value of the "pipe" generated for the sales organization. Basic Qualifications Experience: 1-3 years of experience in outbound sales, lead generation, or business development, preferably within the SaaS or IT infrastructure space. The "Hunter" Mentality: A self-starter who is energized by the challenge of cold outreach and possesses the resilience to handle rejection with a professional, positive attitude. Communication: Exceptional verbal and written communication skills with the ability to simplify complex technical concepts into "value-based" stories. Tech Savvy: Proficiency with Salesforce, Outreach (or similar sales engagement platforms), and AI-assisted prospecting tools. Preferred Attributes Technical Curiosity: A genuine interest in how IT monitoring and database management work; you don't need to be an engineer, but you must be a fast learner. Strategic Thinker: Ability to look at a territory and determine which accounts to prioritize based on data and research rather than just calling a list. Collaborative Spirit: A team player who enjoys sharing "what's working" with the broader BDR team to help everyone win. 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:
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 At SolarWinds, we're a people-first company on a mission to enrich lives by helping customers accelerate business transformation. As an Outbound BDR, you are the engine of our growth. Unlike inbound roles, you don't wait for the phone to ring-you create the opportunity. You will proactively identify, research, and engage key stakeholders within targeted enterprise and mid-market accounts. You will utilize a cutting-edge tech stack (AI, Outreach, Salesforce) to spark curiosity in our solutions, acting as a strategic partner to our global sales teams while maintaining a high standard of accountability and empathy. Key Responsibilities Strategic Prospecting & Discovery: Execute high-volume, high-quality outbound campaigns using a multi-channel approach (phone, email, social). Leverage AI-driven prospecting tools to identify "intent signals" and tailor your outreach to specific customer pain points. Account Mapping & Research: Deep-dive into targeted accounts to identify key decision-makers (IT Managers, DBAs, DevOps Leads). Understand their current tech stack and business challenges before making the first contact. Technical "First-Touch" Demos: Conduct high-impact, 5-minute product demonstrations. You must be able to quickly show value to technical audiences, proving that SolarWinds can solve their specific infrastructure or database headaches. Lead Qualification: Rigorously qualify prospects using established frameworks (e.g., BANT or MEDDIC) to ensure every meeting handed over to the Sales Representatives has a high probability of closing. Pipeline Orchestration: Maintain 100% CRM hygiene in Salesforce. Submit weekly and monthly "pipeline commits" and collaborate closely with the sales team to ensure a seamless transition of opportunities. Market Intelligence: Act as a "boots on the ground" resource, providing Marketing and Product teams with feedback on recurring customer objections and emerging market trends. Success Metrics & KPIs Sales Qualified Leads (SQLs): Number of qualified opportunities accepted by Sales Representatives per month. Outbound Activity: Daily and weekly volume of cold calls, personalized emails, and social touches. Meeting Conversion Rate: The percentage of initial conversations that result in a scheduled and completed meeting. Pipeline Value: The total dollar value of the "pipe" generated for the sales organization. Basic Qualifications Experience: 1-3 years of experience in outbound sales, lead generation, or business development, preferably within the SaaS or IT infrastructure space. The "Hunter" Mentality: A self-starter who is energized by the challenge of cold outreach and possesses the resilience to handle rejection with a professional, positive attitude. Communication: Exceptional verbal and written communication skills with the ability to simplify complex technical concepts into "value-based" stories. Tech Savvy: Proficiency with Salesforce, Outreach (or similar sales engagement platforms), and AI-assisted prospecting tools. Preferred Attributes Technical Curiosity: A genuine interest in how IT monitoring and database management work; you don't need to be an engineer, but you must be a fast learner. Strategic Thinker: Ability to look at a territory and determine which accounts to prioritize based on data and research rather than just calling a list. Collaborative Spirit: A team player who enjoys sharing "what's working" with the broader BDR team to help everyone win. 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: