Manages a team of federal account managers specifically selling to Civilian Agencies. In addition to managing the team to goal, develops and executes a strategic plan that will maximize the penetration of SolarWinds products in the federal marketplace. Drives a daily revenue model while ensuring SolarWinds is best positioned for program capture opportunities. Drives the cultivation of a satisfied customer base in order to build a sustainable business for future success in the territory. Your Imp... more details
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!
Your Role:
Manages a team of federal account managers specifically selling to Civilian Agencies. In addition to managing the team to goal, develops and executes a strategic plan that will maximize the penetration of SolarWinds products in the federal marketplace. Drives a daily revenue model while ensuring SolarWinds is best positioned for program capture opportunities. Drives the cultivation of a satisfied customer base in order to build a sustainable business for future success in the territory.
Your Impact:
Build and effectively lead a local inside sales organization through hiring, training, development, and daily goal/objective setting.
Coach reps on best practices for their role and for performance management.
Provide feedback on market trends and contribute to strategic solutions.
Lead a team of sales reps to successfully achieve weekly, monthly, and quarterly goals.
Gather recommendations for and contribute to the implementation of continuous improvement measures. Ensure all sales activities (sales calls, pipeline development, account planning, customer account reviews, etc.) are efficient, effective, and scalable.
Provide timely and accurate business forecasts to sales leader.
Work with management team to execute on plans that drive incremental business.
Execute the business strategy for overall business growth.
Key contributor and leader with SolarWinds sales teams and in cross-functional business unit planning initiatives such as product line group functions.
Manage escalations by strategically and tactically leading from the front with direct customer interaction, negotiate contracts, and build customer rapport.
Set expectations for direct and channel partner business relationships and transactions.
Drive growth in federal channels.
Develop forecast for region and submit to sales leader for approval.
Ensure team meets or exceeds weekly, monthly, and quarterly sales quota.
May be involved in proactively identifying business development opportunities to drive business to meet or exceed expected results.
Identify and address challenges and opportunities beyond the scope of current role by reaching across the sales organization in order to drive enhanced business results.
Participate in coordinating activities to implement business plans and drive the growth of the assigned territory.
Contribute valuable feedback on selling strategies to in order to drive consistency and velocity throughout the sales process.
Measure, analyze, and ensure the consistent attainment of daily, weekly, and monthly key performance indicators to drive improved performance and accountability.
Leverage systems and tools to run and assess analytics and track KPIs.
Ensure the proper functioning of systems and resources for team utilization throughout sales cycle in order to influence customer satisfaction.
Proactively identify concerns before they become issues and drive the business to strong results. Maintain high level of customer satisfaction with existing accounts, increase solution penetration, and grow run rate business.
Present the health of the business to sales or cross-functional stakeholders within SolarWinds as needed.
Provide guidance and direction to sales leaders on account status, emerging trends, cloud adoption, and competitive situations as needed.
Work hand-in-hand to build and leverage collaborative relationships with SolarWinds sales teams, stakeholders, and leadership.
Lead sales group meetings, inspiring and motivating the team.
Motivate team to reach its full potential. Recognize and develop employee growth and create opportunities for high performance. Translate company goals into functional department and individual career goals and provide support and guidance to employees.
Monitor team performance and initiate action to strengthen results.
Lead by example in promoting a positive, team-oriented culture and reinforce department and company values.
Coordinate and conduct ongoing sales training and development workshops.
Identify and report on process friction that inhibits lead generation or pipeline velocity.
Your Experience:
BASIC QUALIFICATIONS
Previous work in a federal environment with a thorough understanding of key Cilivian programs, processes, and initiatives
Technical and sales acumen with the ability to relate it with business value
Demonstrated track record of recruiting, training, coaching, motivating, and retaining successful employees
Can adapt to changes in business direction, products, and needs, both from a direct sales/partner sales perspective and SolarWinds perspective
Ability to problem-solve, balancing both strategic and immediate needs
Goal-oriented with the ability to multi-task and manage multiple projects simultaneously
Experience and credibility selling at the CxO and senior sales business manager levels
Demonstrated ability to negotiate and close critical deals
Excellent business development and prospecting skills with the ability to build strong partner/customer relationships
Advanced proficiency with Salesforce.com, NetSuite, and Tableau
Strong proficiency with MS Office Suite
Strong ability to excite, engage, and influence through demonstrated leadership
Ability to deliver difficult messages while emphasizing a positive, future-oriented perspective
Ability to scale against aggressive sales growth targets
Solid analytical abilities/skills
Strong written and oral communication skills; strong presentation and facilitation capabilities
Demonstrated experience with enterprise or transactional sales models
Demonstrated experience building and developing channel ecosystems
Demonstrated ability to work in a fast-paced, innovative, evolving, results-driven environment
Strong leadership and interpersonal skills, coaching skills, cross-group collaboration, and proven ability to influence across organizational boundaries
PREFERRED QUALIFICATIONS
3-5 years’ experience in the federal market, specifically Civilian Territories
1-3 years of sales management experience
Bachelor’s degree or equivalent combination of education and industry experience
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
Job Abstracts is an independent Job Search Engine. Job Abstracts is not an agent or representative and is not endorsed, sponsored or affiliated with any employer. Job Abstracts uses proprietary technology to keep the availability and accuracy of its job listings and their details. All trademarks, service marks, logos, domain names, and job descriptions are the property of their respective holder. Job Abstracts does not have its members apply for a job on the jobabstracts.com website. Additionally, Job Abstracts may provide a list of third-party job listings that may not be affiliated with any employer. Please make sure you understand and agree to the website's Terms & Conditions and Privacy Policies you are applying on as they may differ from ours and are not in our control.
We would like to take a second to Welcome You to Job Abstracts, the nation’s largest Pure Job Board. With over 3.1 million job listings from 15,000+ Companies & Organizations, we help job searchers find careers that match their interests. As an anonymous user, you have probably discovered how easy our system is to use. However, you have just scratched the surface of what we can offer.
We encourage you to Register so you can use our most powerful features: searching with multiple terms, setting up multiple locations, establishing favorite companies, and accessing your search history. If you find a job you like, you can apply directly for it, and then, keep notes on it. We will also keep a lookout for jobs that match your search terms and email you when we find something you may like.
You can register for free and the system is free to use. If you like our system so far, click on Register and unlock the power required by serious job searchers.
Any time you conduct a search, the system shows you job matches, ranked by their Relevance Score (RS).
The score is calculated by a proprietary algorithm that uses Intelligent Machine Learning.
The Relevance Score tells you how well the job opportunity matches your search term or terms.
When not logged in, the system is limited to one search term. Scores for single term matches are usually lower.
When you register, log in, and set up multiple terms prioritized by importance, the jobs found for you will receive a much higher Relevance Score.
