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
• 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.