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.

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  Joint Business Planning: Collaborate with ISVs to define and execute business plans that include integration roadmaps, monetization strategies, sales enablement, and marketing campaigns.
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  Pipeline & Opportunity Management: Develop and maintain a strong pipeline of ISV partnerships in the ITSM sector, ensuring timely execution and progression of deals.
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  Market Analysis & Positioning: Conduct competitive research and identify opportunities for ITAM integrations within ITSM, cybersecurity, software asset management, and CMDB automation markets.
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  Hunting for Product Holders: Engage with product managers and technical decision-makers within ISVs to drive interest and adoption of integrations.
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  Use-Case Selling: Clearly articulate how our ITAM data, asset discovery, and enriched datasets bring value to ISVs and their end customers.
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  Event Participation & Networking: Attend industry events, conferences, and partner meetings to strengthen relationships and grow the integration ecosystem.

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.

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

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