Director Strategic and Technology Alliances

Overview 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! Your Role: The charter for SolarWinds’ Alliances team (situated within the Product organization) is to grow revenue quantity, revenue quality and brand value through a strong, market-aligned product portfolio strategy supported by productive partnerships, particularly alliances of appropriate breadth and depth with significant technology partners. Roles focused on Portfolio Management and Strategic Alliances are an essential extension to the Chief Product Officer (CPO) organization and matrixed within Sales, Marketing, Finance/Operations, Product and Engineering organizations. Responsibilities Support VP of Business Development (Product) surrounding strategic and tactical efforts. Strategic Alliances: Individual will be responsible for identifying, recruiting, and developing technical alliance partners in alignment with team charter. Coordinate and orchestrate BD/GTM relationships across alliance and partner portfolio. Relationship Management: full lifecycle management of recruited and/or assigned partnership portfolio. Hyper-Scaler Alliance Management: The individual will be responsible for partnering with Solarwinds internal teams and hyper-scaler teams to: Build the sell-with and sell-through motions with one or more hyper-scalers (AWS, Azure, GCP). Sales motions include direct sales, partner led sales, hyper-scaler marketplace transactions and potentially OEM sales. Support the development of processes & business applications enabling all aspects of the partnership especially sales motions and customer success. Direct joint marketing and PR. Coordinate relationships between various Solarwinds teams (Product, Engineering, Finance etc.) with relevant counterparts at hyper-scalers as required. Build relevant mindshare within the Hyper-Scaler organization for Solarwinds products through documentation, webinars, tradeshows and other activities. Operational Oversight, Performance Management & Reporting: The individual will be responsible for Oversight into operations Monitoring & periodic reporting of metrics Recommendations to improve the performance of the relationship. Growth: The individual will be responsible for growing the addressable market from NA to other regions including EMEA and APAC Qualifications Detail oriented. This is a transformation role. Patience, Persuasion skills and Persistence will be tremendously valuable The role has many elements of general management / product management. Experience in these areas will be beneficial 8+ years of experience with Partner and Alliance programs within the software/technology industry. Highly proficient with Microsoft Office + M365.