Location: Reston,VA, USA
Your Role:
SolarWinds is currently looking for a Account Executive focusing on the US Army territory. As part of the SolarWinds Federal team, He/She will have extensive experience managing the Army account(s) on a global basis. These responsibilities incorporate the oversight and management of a significant, installed base of SolarWinds solutions. In doing so, He/She will identify opportunities for growth across Army installation and programs, and across an expansive SolarWinds portfolio. This role requires a deep and thorough understanding of the US Army territory, including organizational structure both laterally and horizontally.
Excellent communication skills and problem-solving aptitude are critical along with the ability to be self-driven. The capacity to succeed in this role will require strong drive as well as, the application of advanced technical/business skills.
Your Impact:
* Manage and close existing, assigned business within the Army Territory. Build additional pipeline within Army Program areas
* Develop and manage both tactical and strategic opportunities within the assigned territory
* Responsible for lead generation, building the relationship with prospective clients, account profiling and developing the prospect into a revenue generating client
* Evolve and expand key relationships within the Federal Systems Integrator (FSI) community
* Work with Channel partners and Channel Manager to promote SolarWinds solution sales
* Collaborate with members of the Army SolarWinds sales team
* Meet or exceed quarterly sales quota
* Develop and manage pipeline, providing weekly updates to forecast
* Ensure the provision of appropriate business information for decision-making and control
* Assist in the development of existing accounts and the generation of new ones
* Navigate multi-faceted, competitive and complex sales cycles
* Build customer rapport
* Provide appropriate sales tracking and reporting as required leveraging Salesforce and Excel
* Ability to analyze data and formulate account strategy, execute to plan
* Strongly prefer candidates with in-depth Army experience
Your Experience:
* 5 -7 years of sales experience
* 3 - 5 years of direct enterprise software sales experience a must
* 5+ years of direct Army sales experience is a must
* Technical acumen with the ability to relate it with business value
* Proven track record of sales performance and knowledge of Federal sales
* Comfort with an enterprise and transactional sales model
* Experience and credibility selling at the CxO and senior sales business manager level
* Ability to forecast, manage sales expenses
* High intellect and the capacity to multitask
* Excellent qualifying and closing skills
* Business development, prospecting skills, and ability to build strong partner relationships
* Ability to travel to US Army installations as required
Preferences
* 3 - 5 Years of successful business development and sales quota attainment within the Army
* Forecast accurately, proficiency, experience with SalesForce.com is essential
* Demonstrated ability to identify new IT Operation Management (ITOM) business
* Bachelor's Degree or Higher