ISV Strategic Partnership Business Development Manager

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.

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.

• 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.

• 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.

• 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.

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…