Business development Manager - SaaS - ISV Partnerships

Business Development Manager - SaaS - ISV Partnerships
Context:
This role is essential due to an internal team shift. The Business Development Manager will drive business development and strategic integrations of IT Asset Management solutions with Independent Software Vendors (ISVs). The focus is on various partnership models, from sell-through to embedded integrations, ensuring our asset discovery capabilities and enriched datasets add value to partner ecosystems.
Impact:

• Manage and grow ISV partnerships, overseeing current contracts valued at approximately €1 million annually.
• Develop strategies to secure new partnerships, aligning with Lansweeper's goals for ISV partnership expansion in the IT asset management field.

Challenge:

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

Responsibilities:

• ISV Development & Integration Strategy: Identify, recruit, and onboard new ISVs in the ITSM space for sell-through and embedded integration opportunities.
• Partnership Enablement: Support ISV success with integration efforts and technical guidance, facilitating smooth collaboration between product and engineering teams.
• Joint Business Planning: Collaborate with ISVs to develop and execute business plans with integration roadmaps, monetization strategies, and marketing campaigns.
• Pipeline & Opportunity Management: Maintain a robust pipeline of ISV partnerships in the ITSM sector, ensuring timely progress and execution of deals.
• Market Analysis & Positioning: Conduct research to identify integration opportunities 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 integration interest and adoption.
• Use-Case Selling: Clearly communicate how our ITAM data, asset discovery, and enriched datasets benefit ISVs and their customers.
• Event Participation & Networking: Attend industry events and meetings to build relationships and grow the integration ecosystem.
• Cross-Functional Collaboration:
  
  • Work with product marketing to refine integration messaging.
  • Partner with field marketing to develop campaigns for ISV adoption.
  • Collaborate with pre-sales and technical teams for support and enablement.
  • Provide feedback to product teams for functionality enhancements.
  • Coordinate with customer success to resolve integration challenges.

Team:

• Work within a seven-member team, including a pre-sales solution architect and account managers.
• Collaborate with technical staff, marketing, and product teams to achieve objectives.

Company:
Lansweeper is a Technology Asset Intelligence platform revolutionizing IT asset management. We offer real-time insights into IT environments, enabling organizations to centralize operations and enhance asset utilization. Our solutions support Partners and ISVs in leveraging our capabilities.
Offer:

• Competitive compensation package with base salary and performance-based commissions.
• Includes a company car and secondary benefits like health insurance, allowances, pension, etc.
• Offers flexible hours and remote work options.

Why Join:

• Be part of a dynamic SaaS company with significant growth potential in a strategic role.
• Develop new processes in an impactful position.
• Engage in an innovative work environment that values proactivity.
• Manage a substantial partner portfolio using Lansweeper's technology to drive ISV success.
• Contribute to a company recognized for its IT asset management excellence, supporting your professional growth.

Qualifications:

• Experience: Minimum 10 years in business development, ISV partnerships, or integration-focused roles within ITAM and ITSM.
• Technical Proficiency: Understanding of ITAM technologies, asset discovery, enriched data, and API integrations.
• Communication & Negotiation Skills: Ability to foster strong relationships with ISV product and business teams.
• Analytical Skills: Capable of analyzing partner success metrics and adjusting strategies.
• Travel Requirement: Willing to travel for partner meetings and industry events.
• Entrepreneurial Mindset: Proactive, resourceful, and able to identify and execute business opportunities.
• Integration-Focused Mind: Able to handle commercial and technical discussions with ISVs to drive adoption.

Region + Location:

• Region: Global-US/EU

• Base Location: Belgium/UK/Austin/Rome