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!
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 infrastructure—enabling proactive problem resolution and performance optimization.
The Senior Manager, Hyperscaler & Technology Alliances will be responsible for driving strategic alliances with global cloud providers (AWS, Azure, GCP) and key technology ecosystem partners. This role is central to expanding our market presence, driving co-sell and co-build opportunities, and ensuring deep technical and go-to-market alignment with partners.
You will lead cross-functional initiatives, collaborate with sales, marketing, product, and partner teams, and serve as a key liaison between our organization and alliance partners to deliver joint value.
Key Responsibilities
Strategic Alliance Management
- Own and grow strategic relationships with hyperscalers (AWS, Azure, GCP) and core technology partners.
- Develop and execute joint business plans, including shared objectives, revenue goals, and investment strategies.
- Act as the primary point of contact for day-to-day partner communications, relationship nurturing, and conflict resolution.
- Coordinate and drive innovation with the SolarWinds product and engineering teams for the SWI platform leveraging hyperscaler and/or technology alliance functionality, latest innovations, and GTM programs.
Partner Enablement & Technical Alignment
- Work closely with product and engineering teams to ensure technical integrations are robust, validated, and aligned with partner roadmaps.
- Enable internal and partner-facing teams with training, collateral, and messaging for joint solutions.
- Represent the company in partner solution showcases, technical validation programs, and industry events.
- Recommend and manage supporting technologies, such as middleware to manage marketplace listings and partner portal integrations.
Cross-functional Leadership
- Align internal stakeholders across product, engineering, marketing, and sales to support partnership objectives.
- Provide proactive visibility to executive leadership on partnership performance, risks, and opportunities.
- Establish operational rhythm including QBRs, partner scorecards, and reporting.
Go-to-Market (GTM) & Revenue Acceleration
- Align and support the technology alliances GTM team with co-sell, and co-market initiatives.
- Coordinate and establish ongoing marketplace listings, partner solutions integrations, and technical validations (e.g., AWS Competency, Azure IP Co-Sell).
- Support escalations for marketplace listings and opportunities influencing timely resolution.
- Own enrollment and compliance with hyperscaler programs.
Qualifications
Required:
- 7+ years of experience in strategic partnerships, alliances, or business development, preferably in cloud infrastructure, SaaS, or DevOps ecosystems.
- Proven success managing partnerships with AWS and a deep understanding of cloud marketplaces, co-sell motions, and partner program frameworks.
- Strong business acumen with the ability to think strategically and execute tactically.
- Exceptional communication, presentation, and relationship-building skills.
- Comfortable navigating cross-functional environments and influencing without authority.
Preferred:
- Experience in observability, monitoring, DevOps, or infrastructure software.
- Experience with Microsoft Azure and AWS Marketplace creating and managing plans, listings and offers.
- MBA or technical degree (Computer Science, Engineering) a plus.
Why Join Us?
At SolarWinds, you’ll be part of a company that values simplicity, accountability, and collaboration. You’ll work with some of the brightest minds in tech and alliances—and have the chance to shape how the world’s leading GSIs partner with us to modernize IT and observability for global enterprises.
SolarWinds is an Equal Employment Opportunity Employer. SolarWinds 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 SolarWinds Privacy Notice: https://www.solarwinds.com/applicant-privacy-notice
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