Partner Sales Manager , SaaS, ISV Partnerships

Context:
This role fills a crucial gap due to a recent internal transfer.
The Partner Sales Manager will be responsible for driving business development and strategic integrations of IT Asset Management solutions with Independent Software Vendors (ISV). This includes a range of partnership models, from sell-through to embedded integrations, ensuring our asset discovery capabilities and enriched datasets bring value to partner ecosystems.
This role requires a strong understanding of ITAM and ITSM combined with a proven track record in ISV business development, technical partnerships, and go-to-market strategies.
Impact:

• Manage and expand ISV partnerships, managing current partnership contracts worth about €1 million annually.
• Develop strategies to secure new partnerships, aligning with Lansweeper's ISV partnership expansion goals in the IT asset management sector.

Challenge:

• Rapidly adapt to manage the ISV portfolio and establish effective partner interaction processes. Focus on understanding software integrations, partner training, and co-marketing strategies to maximize success.

Responsibilities:

• ISV Development & Integration Strategy: Identify, recruit, and onboard new Independent Software Vendors (ISVs) in the ITSM space for both sell-through and embedded integration opportunities.

• Partnership Enablement: Drive ISV success by supporting integration efforts, providing technical guidance, and ensuring smooth collaboration between product and engineering teams.

• Joint Business Planning: Collaborate with ISVs to define and execute business plans that include integration roadmaps, monetization strategies, sales enablement, and marketing campaigns.

• Pipeline & Opportunity Management: Develop and maintain a strong pipeline of ISV partnerships in the ITSM sector, ensuring timely execution and progression of deals.

• Market Analysis & Positioning: Conduct competitive research and identify opportunities for ITAM integrations within ITSM, cybersecurity, software asset management, and CMDB automation markets.

• Hunting for Product Holders: Engage with product managers and technical decision-makers within ISVs to drive interest and adoption of integrations.

• Use-Case Selling: Clearly articulate how our ITAM data, asset discovery, and enriched datasets bring value to ISVs and their end customers.

• Event Participation & Networking: Attend industry events, conferences, and partner meetings to strengthen relationships and grow the integration ecosystem.

• Cross-Functional Collaboration:
  
  • Work with product marketing to create and refine integration-focused messaging.
  • Partner with field marketing to develop campaigns and content tailored to ISV adoption.
  • Collaborate with pre-sales and technical teams to provide integration support and partner enablement.
  • Provide feedback from ISVs to the product and API teams to enhance functionality and usability.
  • Work with customer success and support to resolve integration challenges efficiently.

Team:

• Part of a seven-member team, including a pre-sales solution architect and account managers. - Collaborate closely with technical staff, marketing, PMM, and PM teams to meet objectives.

Company:
Lansweeper is a Technology Asset Intelligence platform revolutionizing IT asset
management (ITAM). Our solution provides unparalleled visibility into IT, OT, and IoT environments, enabling organizations to centralize operations and optimize asset utilization.
By delivering precise, real-time insights, Lansweeper eliminates blind spots, empowering IT
professionals to make informed decisions.
Beyond this, Lansweeper also offers solutions for Partners and ISVs, enabling them to leverage our full capabilities to enhance their products
and services.
Offer:

• The compensation package includes a mix of base salary and performance-based commissions for deal origination and management.
• Company car
• Secondary benefits like: health insurance, allowances, pension, etc.
• Flexible hours and work from home.

Why Join:

• Be part of a thriving SaaS company with robust growth prospects and a strategic position in the market
• Room to build and create new processes in a highly strategic role.
• Engage in a dynamic and entrepreneurial work environment that rewards proactivity and innovation.
• Own and manage a significant partner portfolio, utilizing Lansweeper's advanced technology to drive ISV success.
• Contribute to a company recognized for its excellence in IT asset management, providing a solid platform for professional growth and impact.

Qualifications:

• Experience: Minimum of 10 years in business development, ISV partnerships, or integration-focused roles within ITAM and ITSM.

• Technical Proficiency: Understanding of ITAM technologies, asset discovery methodologies, enriched data, and API-driven integrations.

• Communication & Negotiation Skills: Ability to build strong relationships with ISV product and business teams.

• Analytical Skills: Ability to analyze partner success metrics and adapt strategies accordingly.

• Travel Requirement: Willingness to travel as needed for partner meetings, events, and industry conferences.

• Entrepreneurial Mindset: Proactive, resourceful, and able to identify and execute new business opportunities.

• Integration-Focused Mindset: Ability to navigate both commercial and technical discussions with ISVs to drive adoption.

Region + Location:

• Region: Global-US/EU

• Base Location: Belgium/UK/Austin/Rome