Federal Account Manager – US Air Force

Overview:
SolarWinds is seeking an Account Manager to support and grow our U.S. Air Force (USAF) territory—our largest and most strategic Federal segment. This individual will operate both independently and as part of the broader Federal team, providing direction, insight, and actionable intelligence to the Core (Inside) Sales Team.

The role is responsible for managing a significant installed base of SolarWinds solutions across USAF accounts on a global scale. The Account Manager will identify and execute on opportunities for expansion across installations, commands, and programs, leveraging a deep understanding of the USAF organizational structure both laterally and vertically.

This position requires strong communication skills, problem-solving ability, and a high degree of self-motivation. Success will depend on a combination of drive, business acumen, and the ability to apply technical knowledge to real-world customer challenges.

Key Responsibilities:

• Own and close existing business within the USAF territory
• Develop, manage, and execute on new and expansion opportunities
• Generate pipeline and build relationships with prospective customers
• Expand and strengthen relationships within the Federal Systems Integrator (FSI) ecosystem
• Partner with Channel teams to drive SolarWinds solution adoption
• Collaborate across the Federal sales team to ensure aligned account strategy and execution
• Consistently meet or exceed quarterly sales quotas
• Maintain and manage a healthy pipeline, including accurate weekly forecasting
• Provide data-driven insights to support business decisions and territory planning
• Identify and develop new accounts while expanding existing ones
• Navigate complex, multi-stakeholder Federal sales cycles
• Build and maintain strong customer relationships across USAF organizations
• Track and report sales activity using Salesforce and other tools
• Analyze account data to inform strategy and execute against plans

Qualifications:

• 3–5 years of sales experience
• 2–3 years of direct U.S. Air Force sales experience
• Strong understanding of Federal sales processes and procurement cycles
• Demonstrated ability to meet or exceed sales targets
• Technical acumen with the ability to translate features into business value
• Experience engaging with senior-level stakeholders
• Strong forecasting and pipeline management skills
• Excellent prospecting, qualification, and closing abilities
• Ability to manage multiple priorities in a fast-paced environment
• Willingness to travel to USAF installations as needed

Preferred Experience:

• 3–5 years of consistent quota attainment within the Department of the Air Force / Department of Warfighting (DoW) ecosystem
• Proficiency with Salesforce for pipeline and forecast management
• Experience identifying and developing IT Operations Management (ITOM) opportunities
• Established relationships within USAF or Federal Systems Integrators
• Bachelor’s degree or higher