Database Specialist

Your Role:

Achieves time-bound sales targets for SolarWinds products, solutions, and initiatives for select accounts across the install base and for new strategic customer opportunities. Works collaboratively with sales leadership and cross-functional team members to develop and manage customer accounts.

Your Impact:

• Receive inbound warm leads for product evaluation requests for customers who have downloaded trial versions of our products, and/or inbound warm leads for current customers who have additional IT product needs.
• Manage accounts throughout the entire sales process and collaborate with team members in business development, consulting, and support to uncover all customer needs.
• Communicate updates to sales managers.
• Source new sales opportunities through inbound calls, outbound prospecting follow-up, up-selling, and cross-selling SolarWinds software products via pro-active calls and emails.
• Communicate regularly with all customers in assigned territory and facilitate the resolution of all issues uncovered.
• Cultivate and leverage relationships with key partners to drive sales outside of core territory calling duties.
• Establish a solid understanding of customers’ business needs by creating value to customers for our solution footprint.
• Liaise with customer contacts for the purpose of managing the customer relationship, identifying new opportunities, and maximizing sales.
• Research and analyze competitive and industry trends (e.g., research sales statistics, prepare reports, study literature regarding new and existing services; monitor sales, prices, and services of competitors) for internal use and recommend appropriate actions.
• Partner with sales engineering to conduct technical and non-technical online web product demonstrations.
• Maintain accurate customer records, and activity and pipeline reports within Salesforce.com.
• Identify new business, channel partnership, and local market opportunities.
• Drive the implementation of the overall sales readiness vision in the context of expanding global business.
• Develop and apply a thorough understanding of SolarWinds products and sales methodology and processes to retire assigned quota via growth of assigned territory through prospecting, ownership of a sales pipeline, and collaboration with sales leadership.
• Achieve sales and retention targets within assigned territory.
• Successfully execute multi-product sales, attaching other SolarWinds products to current customers.
• Develop and apply a thorough understanding of SolarWinds products and sales methodology and processes to retire assigned quota via growth of assigned territory through prospecting, ownership of a sales pipeline, and collaboration with sales leadership.
• Manage direct and channel partner business transactions.
• Work closely with other cross-functional management teams in the marketing and product groups.
• Represent SolarWinds’ message at summits, seminars, and trade shows.

Your Experience:

BASIC QUALIFICATIONS

• Proven track record of meeting or exceeding assigned quotas; successful history of close rate percentage as part of career path in previous sales roles
• History of successful attainment against target and key performance indicators (KPIs) in previous inside sales roles
• Demonstrated ability to convert cross and up-selling opportunities within existing customer base and with prospects; close deals by phone, while maintaining established sales quotas existing and new prospects
• Previous IT monitoring experience
• Demonstrated ability to communicate technical and business concepts via telephone and web-based presentations
• Demonstrated self-discipline necessary to interface effectively with customers, management, and all levels of employees
• Solid demonstrated knowledge of products and solutions with a growing ability to identify customer business challenges and position the value proposition of SolarWinds solutions
• Ability to adapt to changing business issues and requirements and be creative in suggesting new approaches
• Advanced knowledge of pipeline and opportunity management in Salesforce and other reporting tools
• Ability to make adjustments to maintain deal velocity and momentum
• Ability to understand sales numbers and manage to daily sales metrics
• Must be incredibly self-motivated and possess strong leadership skills and the ability to motivate a sales team by example
• Business planning and financial skills (e.g., discounts, ROI, etc.) including strong pipeline management and forecasting capabilities; knowledge of the partner ecosystem
• Experience working in a VAR or IT services environment is highly desirable
• Previous experience in a channel sales role is highly desirable
• Must be able to effectively interpret general business documentation
• Proven, motivated self-starter with the ability to execute multiple tasks; strong project management skills
• Strong organization and time management skills to manage multiple responsibilities efficiently
• Excellent verbal/written communication and presentation skills, especially in a one-to-many in-person or remote presentation setting
• Excellent problem-solving and adaptive thinking characteristics; ability to weigh many situational factors and be able to recommend appropriate solutions

PREFERRED QUALIFICATIONS

• 2-3 years’ experience in a sales or phone sales; preferably in the IT management software market and in a high call volume, fast-paced, high velocity environment
• Bachelor’s degree or equivalent combination of education and experience