Account Manager – Civilian

Your Role:

SolarWinds is currently looking for a Federal Senior Account Executive for Civilian Accounts. They will contribute individually and as a team member, providing direction and agency intelligence to the Core (Inside) Sales Team. As part of the SolarWinds Federal team, He/She will have extensive experience managing Civilian Accounts account(s), including Dept of Energy, HHS, SSA, Treasury, NASA, EPA, and Transportation. These responsibilities incorporate the oversight and management of a significant, installed base of SolarWinds solutions. In doing so, He/She will identify opportunities for growth across Civilian Account installation and programs, and across an expansive SolarWinds portfolio. This role requires a deep and thorough understanding of Civilian Accounts organizational structure both laterally and horizontally.
Excellent communication skills and problem-solving aptitude are critical along with the ability to be self-driven. The capacity to succeed in this role will require strong drive as well as the application of advanced technical/business skills.

Your Impact:

• Manage and close existing, assigned business within Civilian Accounts. Build additional pipeline within large, Civilian Program areas
• Develop and manage both tactical and strategic opportunities within the assigned territory
• Responsible for lead generation, building the relationship with prospective clients, account profiling and developing the prospect into a revenue generating client
• Evolve and expand key relationships within the Federal Systems Integrator (FSI) community
• Work with Channel partners and Channel Manager to promote SolarWinds solution sales
• Mentor and provide guidance to other members of Civilian Accounts SolarWinds sales team
• Meet or exceed quarterly sales quota
• Develop and manage pipeline, providing weekly updates to forecast
• Ensure the provision of appropriate business information for decision-making and control
• Assist in the development of existing accounts and the generation of new ones
• Navigate multi-faceted, competitive and complex sales cycles
• Build customer rapport
• Provide appropriate sales tracking and reporting as required leveraging Salesforce and Excel
• Ability to analyze data and formulate account strategy, execute to plan
• Strongly prefer candidates with in-depth Civilian experience – Dept of Energy, HHS, SSA, Treasury, NASA, EPA and Transportation.

Your Experience:

• 5-8 years of Sales Experience
• 3-5 years of Outside Solution Selling
• 3-5 years of direct Civilian Sales Experience
•  Technical acumen with the ability to relate it with business value
• Proven track record of sales performance and knowledge of Federal sales
• Comfort with an enterprise and transactional sales model
• Experience and credibility selling at the CxO and senior sales business manager level
• Ability to forecast, manage sales expenses
• High intellect and the capacity to multitask
• Excellent qualifying and closing skills
• Business development, prospecting skills, and ability to build strong partner relationships
• Ability to travel to Civilian installations worldwide as required

Preferences

• 10+ Years of successful outside sales and quota attainment within Civilian Accounts
• Forecast accurately, proficiency, experience with SalesForce is essential
• Demonstrated ability to identify new IT Operation Management (ITOM) business
• Bachelor’s Degree or Higher