Federal Sales Manager – Civilian & FSI Agencies

Your Role:

Manages a team of federal account managers specifically selling to Civilian Agencies and Federal System Integrators. In addition to managing the team to goal, develops and executes a strategic plan that will maximize the penetration of SolarWinds products in the federal marketplace. Drives a daily revenue model while ensuring SolarWinds is best positioned for program capture opportunities. Drives the cultivation of a satisfied customer base in order to build a sustainable business for future success in the territory.

Your Impact:

• Build and effectively lead a local inside sales organization through hiring, training, development, and daily goal/objective setting.
• Coach reps on best practices for their role and for performance management.
• Provide feedback on market trends and contribute to strategic solutions.
• Lead a team of sales reps to successfully achieve weekly, monthly, and quarterly goals.
• Gather recommendations for and contribute to the implementation of continuous improvement measures. Ensure all sales activities (sales calls, pipeline development, account planning, customer account reviews, etc.) are efficient, effective, and scalable.
• Provide timely and accurate business forecasts to sales leader.
• Work with management team to execute on plans that drive incremental business.
• Execute the business strategy for overall business growth.
• Key contributor and leader with SolarWinds sales teams and in cross-functional business unit planning initiatives such as product line group functions.
• Manage escalations by strategically and tactically leading from the front with direct customer interaction, negotiate contracts, and build customer rapport.
• Set expectations for direct and channel partner business relationships and transactions.
• Drive growth in federal channels.
• Develop forecast for region and submit to sales leader for approval.
• Ensure team meets or exceeds weekly, monthly, and quarterly sales quota.
• May be involved in proactively identifying business development opportunities to drive business to meet or exceed expected results.
• Identify and address challenges and opportunities beyond the scope of current role by reaching across the sales organization in order to drive enhanced business results.
• Participate in coordinating activities to implement business plans and drive the growth of the assigned territory.
• Contribute valuable feedback on selling strategies to in order to drive consistency and velocity throughout the sales process.
• Measure, analyze, and ensure the consistent attainment of daily, weekly, and monthly key performance indicators to drive improved performance and accountability.
• Leverage systems and tools to run and assess analytics and track KPIs.
• Ensure the proper functioning of systems and resources for team utilization throughout sales cycle in order to influence customer satisfaction.
• Proactively identify concerns before they become issues and drive the business to strong results. Maintain high level of customer satisfaction with existing accounts, increase solution penetration, and grow run rate business.
• Present the health of the business to sales or cross-functional stakeholders within SolarWinds as needed.
• Provide guidance and direction to sales leaders on account status, emerging trends, cloud adoption, and competitive situations as needed.
• Work hand-in-hand to build and leverage collaborative relationships with SolarWinds sales teams, stakeholders, and leadership.
• Lead sales group meetings, inspiring and motivating the team.
• Motivate team to reach its full potential. Recognize and develop employee growth and create opportunities for high performance. Translate company goals into functional department and individual career goals and provide support and guidance to employees.
• Monitor team performance and initiate action to strengthen results.
• Lead by example in promoting a positive, team-oriented culture and reinforce department and company values.
• Coordinate and conduct ongoing sales training and development workshops.
• Identify and report on process friction that inhibits lead generation or pipeline velocity.

Your Experience:

BASIC QUALIFICATIONS

• Previous work in a federal environment with a thorough understanding of key Civilian programs, processes, and initiatives
• Technical and sales acumen with the ability to relate it with business value
• Demonstrated track record of recruiting, training, coaching, motivating, and retaining successful employees
• Can adapt to changes in business direction, products, and needs, both from a direct sales/partner sales perspective and SolarWinds perspective
• Ability to problem-solve, balancing both strategic and immediate needs
• Goal-oriented with the ability to multi-task and manage multiple projects simultaneously
• Experience and credibility selling at the CxO and senior sales business manager levels
• Demonstrated ability to negotiate and close critical deals
• Excellent business development and prospecting skills with the ability to build strong partner/customer relationships
• Advanced proficiency with Salesforce.com, NetSuite, and Tableau
• Strong proficiency with MS Office Suite
• Strong ability to excite, engage, and influence through demonstrated leadership
• Ability to deliver difficult messages while emphasizing a positive, future-oriented perspective
• Ability to scale against aggressive sales growth targets
• Solid analytical abilities/skills
• Strong written and oral communication skills; strong presentation and facilitation capabilities
• Demonstrated experience with enterprise or transactional sales models
• Demonstrated experience building and developing channel ecosystems
• Demonstrated ability to work in a fast-paced, innovative, evolving, results-driven environment
• Strong leadership and interpersonal skills, coaching skills, cross-group collaboration, and proven ability to influence across organizational boundaries

PREFERRED QUALIFICATIONS

• 3-5 years’ experience in the federal market, specifically Civilian Territories
• 1-3 years of sales management experience
• Bachelor’s degree or equivalent combination of education and industry experience