Account Manager – U.S. Army

at SolarWinds (View all jobs)

Reston, Virginia

Req ID: 202375

At SolarWinds, we’re a people-first company. Our purpose is to enrich the lives of the people we serve—including our employees, customers, shareholders, partners, and communities. Join us in our mission to help customers accelerate business transformation with simple, powerful, and secure solutions.

The ideal candidate thrives in an innovative, fast-paced environment and is collaborative, accountable, ready, and empathetic. We’re looking for individuals who believe they can accomplish more as a team and create lasting growth for themselves and others. We hire based on attitude, competency, and commitment. Solarians are ready to advance our world-class solutions in a fast-paced environment and accept the challenge to lead with purpose. If you’re looking to build your career with an exceptional team, you’ve come to the right place. Join SolarWinds and grow with us!

As a member of the SolarWinds Federal team, the Account Manager will work independently and collaboratively, executing under the strategic direction of the Account Executive, and providing tactical support, market insight, and Army-specific intelligence to the Core (Inside) Sales Team.

Responsibilities

  • Manage, retain, and close existing business within the assigned U.S. Army territory
  • Develop and execute tactical sales opportunities across Army installations and programs
  • Build and maintain strong relationships with prospective and existing Army customers
  • Identify and pursue account expansion and new business opportunities
  • Collaborate closely with the Core (Inside) Sales Team to drive account strategy and execution
  • Evolve and expand key relationships within the Federal Systems Integrator (FSI) community
  • Work with Channel Partners and the Channel Manager to promote and sell SolarWinds solutions
  • Navigate complex, competitive, and multi-stakeholder federal sales cycles
  • Build and maintain customer rapport and long-term trust
  • Develop, manage, and maintain a qualified sales pipeline
  • Provide accurate weekly forecasting and reporting
  • Meet or exceed quarterly and annual sales quotas
  • Maintain accurate sales tracking and reporting using Salesforce and Excel
  • Analyze account data to develop strategy and execute against defined plans
  • Travel to Army installations worldwide, as required

Qualifications

  • 3–5 years of sales experience
  • 2–3 years of direct U.S. Army sales experience
  • Strong technical acumen with the ability to translate technology into business value
  • Proven track record of sales performance within the Federal market
  • Experience selling into a transactional sales model
  • Demonstrated ability to sell at the senior business and decision-maker level
  • Strong forecasting and pipeline management skills
  • Excellent prospecting, qualifying, and closing skills
  • Ability to multitask in a fast-paced environment
  • Strong communication, problem-solving, and relationship-building skills
  • Willingness and ability to travel globally to Army installations

Preferred Qualifications

  • 3–5 years of successful quota attainment within the Department of Defense (DoD)
  • Demonstrated ability to accurately forecast sales
  • Proficiency with Salesforce.com (required)
  • Experience identifying and selling IT Operations Management (ITOM) solutions
  • Bachelor’s degree or higher

SolarWinds is an Equal Employment Opportunity Employer. SolarWinds will consider all qualified applicants for employment without regard to race, color, religion, sex, age, national origin, sexual orientation, gender identity, marital status, disability, veteran status or any other characteristic protected by law.

All applications are treated in accordance with the SolarWinds Privacy Notice: https://www.solarwinds.com/applicant-privacy-notice