Account Manager – US Navy & Marine Corp

at SolarWinds (View all jobs)

Reston, Virginia

Req ID: 200589

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 Federal Account Manager focusing on US Navy & US Marine Corp agencies. They will contribute individually and as a team member, providing direction and agency intelligence to the Core (Inside) Sales Team. He/She will have experience teaming with Federal System Integrators, Channel and Alliance partners. Although SolarWinds has eliminated many barriers to entry, He/She will be responsible for identifying barriers to conducting SolarWinds’ business and responsible for guiding/managing efforts to fill those gaps.

Your Impact:

Excellent communication skills and problem-solving ability are critical along with the ability to be self-driven. Ability to succeed in this role will require strong drive as well as the application of advanced technical/business skills.

  • Manage and close existing assigned business within the Civilian territories. Build additional pipelines in large Naval and Marine Corp Program areas.
    • Develop and manage enterprise accounts within assigned territory
  • Responsible for lead generation, building the relationship with prospective customers, account profiling and developing the prospective customer into a revenue generating customer
  • Work with Channel partners and Channel Manager to promote SolarWinds solution sales
  • 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
  • Negotiate contracts, up-sell, 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

Your Experience:

  • Strongly prefer candidates with US Navy & Marine Corp experience
  • 3 years of sales experience
  • 2 + Years of direct enterprise software sales experience a must
  • 2+ years of US Navy and Marine Corps 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


  • 2+ Years of successful business development and sales quota attainment in the DOD
  • Forecast accurately, experience with SFDC necessary
  • Demonstrated ability to identify new ITSM business
  • Bachelor’s Degree or Higher
  • Proficiency with

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.

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