GSI Channel Manager, Americas

Overview

At Solar Winds, 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, is collaborative, accountable, ready, and empathetic. 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 Solar Winds and grow with us!

We are seeking an experienced and driven GSI Alliance Manager to lead and grow strategic relationships with GSI partners. This candidate will be responsible for developing joint go-to-market strategies, enabling partner success, driving pipeline growth, building executive and C-level partner relationships, and collaborating with internal stakeholders and sales teams. The ideal candidate is a strategic thinker, skilled collaborator, and results-oriented professional with a deep understanding and experience with global partner ecosystems and enterprise-level sales cycles.

• Develop a joint business plan for assigned partners, focusing on growth, new logo acquisition, customer expansion, and long-term customer retention and renewal.
• Influence executive-level relationships and initiatives for long-term sustained account success, acting as a trusted advisor and advocate.
• Drive partner enablement, ensuring GSI teams have the necessary training, resources, and tools.
• Collaborate closely with regional sales, engineering, and global alliance leaders to identify, pursue, close, and track customer opportunities.
• Track and report partner performance, pipeline, and weekly forecasts, providing accurate quarterly forecasts and business plan execution.
• Plan and execute sales campaigns with partners and internal stakeholders to build new pipelines and results.
• Co-sell with GSI counterparts facing end users, delivering the Solar Winds value proposition and applying sales methodology.
• Effectively use business tools such as SFDC, Microsoft PowerPoint, Excel, Word, Teams, Zoom, and Slack to manage business operations.

• Bachelor’s degree or equivalent experience.
• Minimum 7 years of experience as a GSI Channel or Account Manager, preferably with a SaaS/ISV organization.
• Strong understanding of enterprise software sales cycles and partner-led GTM models.
• Experience in the Observability Tools Landscape is preferred.
• Ability to understand and successfully navigate complex GSI relationships.
• Experience engaging and influencing C-level executives.
• Experience managing partnerships against quarterly targets.
• Excellent communication skills and a strong sense of ownership.
• Skilled in negotiating contracts and growth plans with GSI partners.
• Ability to work in a fast-paced, matrixed environment within a global technology company.
• Willingness to travel approximately 25%.

• Experience growing partnerships in the Americas with companies like Accenture, HCL, TCS, Cognizant, Infosys, or Kyndryl.
• Background in observability or cybersecurity.
• MBA or other advanced degree.

Solar Winds is an Equal Employment Opportunity Employer. Solar Winds 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 Solar Winds Privacy Notice:

• Mid-Senior level

• Full-time

• Sales and Business Development
• Industries Software Development