Sales account Manager: Mid Market AU

As a Mid-Market Account Executive, you will be responsible for driving revenue growth within a defined territory of mid-sized organisations in Australia and New Zealand. This is a full-cycle sales role blending “hunting” for new business with “farming” existing accounts for expansion opportunities.

You will leverage SolarWinds’ high-velocity, inside-first sales model while building deeper, consultative relationships with key decision-makers. Success in this role means working closely with our extensive Channel Partner ecosystem to identify, qualify, and close opportunities.

Key Responsibilities

• Full-Cycle Sales Management: Manage the end-to-end sales process from prospecting and qualification to negotiation and closing.
• Territory Growth: Develop and execute a strategic territory plan to exceed quarterly and annual revenue quotas (ARR/Bookings).
• Channel Collaboration: Partner proactively with the ANZ Channel ecosystem (Distributors, MSPs, and Resellers) to drive leverage and scale your pipeline.
• Consultative Selling: Articulate the SolarWinds value proposition (“Simple, Powerful, Secure”) to technical stakeholders and C-level executives, mapping our solutions to their specific business outcomes.
• Pipeline Hygiene: Maintain accurate forecasting and rigorous pipeline management within Salesforce, ensuring visibility for the leadership team.
• Cross-Selling & Expansion: Identify opportunities to cross-sell additional modules (e.g., Observability, Database Performance, Service Desk) into the existing install base.
• Continuous Learning: Stay updated on industry trends, competitive landscape, and the evolving SolarWinds product portfolio to serve as a trusted advisor to your clients.

What We’re Looking For

• Experience: 5–7 years of B2B sales experience, preferably within the Software/SaaS or IT Infrastructure industry.
• Mid-Market Expertise: Proven track record of managing complex sales cycles with deal sizes ranging from transactional to strategic mid-market volumes.
• Channel DNA: Experience working with and through channel partners is highly desirable.
• Sales Excellence: Strong understanding of sales methodologies (e.g., MEDDIC, SPIN, Challenger) and a history of consistent quota over-achievement.
• Communication: Exceptional verbal and written communication skills; able to command a room (virtual or physical) and present confidently to technical and executive audiences.
• Tech Stack: Proficiency with Salesforce, LinkedIn Sales Navigator, and forecasting tools.
• Attributes: You are resilient, self-motivated, and thrive in a fast-paced, high-growth environment. You embody our “One Team” mentality.