Account Manager – US Air Force

Overview

SolarWinds is seeking an Account Manager to support the US Air Force (USAF) and US Space Force (USSF) territory. This role is a combination of individual contribution and team collaboration, providing direction, insights, and intelligence to the Core (Inside) Sales Team.

The ideal candidate will:

• Manage and expand a significant installed base of SolarWinds solutions globally within the USAF & USSF.

• Identify new growth opportunities across USAF installations and programs.

• Have a deep understanding of the USAF’s organizational structure, both laterally and vertically.

• Demonstrate excellent communication skills, self-motivation, and problem-solving capabilities.

• Apply advanced technical and business skills to drive success.

Key Responsibilities

• Manage and close existing assigned business within the USAF & USSF territory.

• Identify, develop, and manage new tactical opportunities within the territory.

• Generate leads and build strong relationships with prospective clients.

• Expand and strengthen relationships within the Federal Systems Integrator (FSI) community.

• Partner with Channel Managers and Channel Partners to promote SolarWinds solutions.

• Collaborate and guide team members within the USAF SolarWinds team.

• Meet or exceed quarterly sales quotas and KPIs.

• Build and maintain a strong, active sales pipeline; provide weekly forecasts and updates.

• Deliver business intelligence to support decision-making and control.

• Support expansion within existing accounts and generate new accounts.

• Navigate complex, competitive, multi-stakeholder sales cycles.

• Build and nurture customer rapport to drive loyalty and growth.

• Track and report sales activities via Salesforce and Excel accurately.

• Analyze data to formulate and execute effective account strategies.

• Represent SolarWinds professionally at USAF & USSF installations worldwide (as needed).

Qualifications

• 3–5 years of proven sales experience.

• 2–3 years of direct sales experience within USAF accounts.

• Strong technical acumen with the ability to translate technical concepts into business value.

• Proven track record of Federal sales success.

• Comfortable working within a transactional sales model.

• Experience engaging with senior-level sales and business executives.

• Ability to forecast and manage a pipeline effectively.

• High intellectual curiosity, ability to multitask, and strong organizational skills.

• Excellent qualification, prospecting, and closing skills.

• Ability to build and maintain strong partner relationships.

• Willingness and ability to travel globally to USAF & USSF sites as required.

Preferred Qualifications

• 3–5 years of consistent quota achievement specifically within the USAF sector.

• Strong forecasting accuracy and proficiency in Salesforce.com.

• Experience identifying new business opportunities in IT Operations Management (ITOM).

• Bachelor’s Degree or higher (strongly preferred).