Solarwinds - Head - Global System Integrators Alliances

Job Title : Director, Global System Integrators (GSIs)

Location : India

Department : Global Partnerships

Reports To : VP of Channels

About SolarWinds

At SolarWinds, we provide simple, powerful observability and IT management software that helps customers accelerate their digital transformation.

Our solutions deliver deep visibility into systems, applications, and infrastructureenabling proactive problem resolution and performance optimization.

Role Overview

We are seeking a dynamic and experienced GSI Partner Business Leader responsible for leading a team building, expanding, and managing key GSI partners driving revenue growth, solution adoption, and strategic alignment.

This role is pivotal in scaling SolarWinds observability business by building, managing, and growing high-impact partnerships with top-tier GSIs (such as Accenture, Infosys, Wipro, TCS, and others).

The ideal candidate has a successful background with global GSIs and enterprise software sales (preferably observability or infrastructure software), with demonstrated success and expertise developing and activating GSI partners, building executive relationships, and scalable GSI programs and initiatives.

The candidate must also have experience with forecasting with accuracy, deal inspection, and sales predictability.

This role requires an entrepreneurial mindset, strategic selling experience, and a deep understanding of how GSIs operate and drive influence in enterprise buying decisions.

The ideal candidate has also operated in a matrixed organization aligning with sales on key opportunities.

Key Responsibilities

• Define and execute a global GSI partner strategy aligned to corporate growth objectives.
• Own and drive revenue growth through GSI partnerships across global markets, aligned to SolarWinds go-to-market strategy.
• Stay abreast of industry trends, competitive landscapes or partner developments to refine the strategy.
• Develop global GSI partnerships executing on strategic joint business plans, focusing on scalable enablement and pipeline build with strategic co-selling motions / account alignment, solution co-creation, and sales execution.
• Build and maintain executive level relationships with key GSIs.
• Conduct relationship mapping driving partnership influence across key practice areas, executives, technical resources, marketing, and account owners.
• Leads GSI enablement strategies ensuring partners are trained and certified on company offerings or managed services.
• Build pipeline predictability implementing rigorous forecasting and reporting practices; ensure transparency across partner-influenced and partner-sourced deals.
• Drive global coordination with field sales teams to ensure consistent GSI engagement and execution across key regions (India, ASEAN, Pacific, EMEA, Americas).
• Successfully influence the full sales cycle, from opportunity identification and qualification through to closureworking with cross-functional teams (Marketing, Channel, Product, Sales Ops).
• Conduct regular business reviews with internal stakeholders and GSI partners to assess progress, resolve blockers, refine strategy driving pipeline and revenue growth.
• Work closely with sales, marketing, product and customer success teams to ensure proper alignment and customer outcomes.
• Evangelize the SolarWinds Observability platform, articulating value propositions in the context of GSI-led digital transformation initiatives.
• Hire, coach and develop a global GSI team of channel managers to support the GSI strategy aligned to the SWI mission, values, and growth objectives.
• Lead and empower a global team driving strong employee engagement, professional development, and results.

Required Qualifications

Preferred Qualifications

Why Join Us?

At SolarWinds, youll be part of a company that values simplicity, accountability, and collaboration.

Youll work with some of the brightest minds in tech and alliancesand have the chance to shape how the worlds leading GSIs partner with us to modernize IT and observability for global enterprises.

(ref : iimjobs.com)