Senior Account Manager – Air Force

at SolarWinds (View all jobs)

Reston, Virginia

Req ID: 200349

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!

Your Role:

SolarWinds is currently looking for a Senior Account Manager for the Air Force. 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 the Air Force account(s) on a global basis. 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 Air Force installation and programs, and across an expansive SolarWinds portfolio. This role requires a deep and thorough understanding of the Air Force 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 the Air Force. Build additional pipeline within large, Air Force 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 the Air Force 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 US ARMY experience

Your Experience:

  • 5-8 years of sales experience
  • 5 + Years of direct enterprise software sales experience a must
  • 5+ years of direct Air Force sales experience a must
  • 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 Air Force installations worldwide as required


  • 5-8 Years of successful business development and sales quota attainment within the US ARMY
  • Forecast accurately, proficiency, experience with is essential
  • Demonstrated ability to identify new IT Operation Management (ITOM) business
  • Bachelor’s Degree or Higher


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: