Account Manager – National Security & Justice Team

Your Role:

SolarWinds is currently looking for a Federal Account Manager focusing on National Security & Justice agencies, including DHS, DISA and Purple. 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 NS&J territories. Build additional pipelines in large DHS, DISA and other Purple Agency 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 DOD experience
• 3 years of sales experience
• 2 + Years of direct enterprise software sales experience a must
• 2+ years of DOD 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

Preferences:

• 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 SalesForce.com