Director of GSI Alliances

Responsibilities

• Define and execute a global GSI partner strategy aligned to corporate growth objectives
• Develop global GSI partnerships through strategic joint business plans and scalable enablement
• Build and maintain executive-level relationships with key GSIs
• Lead GSI enablement strategies to ensure partner certification on company offerings
• Implement rigorous forecasting and reporting practices to build pipeline predictability
• Drive global coordination with field sales teams across India, ASEAN, Pacific, EMEA, and Americas
• Influence the full sales cycle from opportunity identification to closure
• Hire, coach, and develop a global GSI team of channel managers

Requirements

• 15+ years of enterprise software sales or alliance leadership experience
• 5+ years managing GSIs or strategic partners
• Proven success in building revenue-generating alliances with GSIs
• Strong command of sales forecasting and pipeline management methodologies (e.g., MEDDIC)
• Track record of exceeding revenue targets through partner-driven sales
• Excellent executive presence and negotiation skills
• Domain knowledge in Observability, IT Operations, or Cloud Infrastructure preferred

Preferred Qualifications

• Prior experience in fast-paced SaaS or high-growth tech companies
• Familiarity with Salesforce, Clari, and partner management tools
• Global experience across multiple geographies including India, ASEAN, and North America

About the Company

SolarWinds is a people-first company dedicated to helping customers accelerate business transformation with simple, powerful, and secure solutions.