FED Renewals Conversion Sales

SolarWinds • Reston, VA

5d • Remote

About The Position

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! This role is for Federal region specific renewals conversion sales.

Requirements

• High energy
• Well-spoken
• Motivated/Competitive/Hungry
• Sales (or translatable) experience
• Confident
• Humble / Coachable
• Smart / Curious
• Able to pivot or be flexible
• Fast worker
• 2–3 years of proven software sales experience, preferably in SaaS or IT infrastructure solutions.
• Excellent English communication skills, both spoken and written.
• Proficiency in Salesforce CRM.
• Ability to work independently, manage time effectively, and drive results in a fast-paced environment.
• Excellent communicator and negotiator, comfortable influencing across multiple stakeholders/ cross functions.
• Must be able to thrive in a fast-paced, ever-changing environment.
• Strong business acumen, critical thinking, and problem-solving.
• Experienced in the software industry with knowledge of different licensing models, including on-premises, subscription, and SaaS.

Nice To Haves

• A strong understanding of IT infrastructure, incident management, and DevOps/SRE practices is a plus.
• Bachelor’s degree in Business, IT, or related field preferred.
• Champion customer experience, quality and technical excellence.

Responsibilities

• Assigned 25-35 Opportunities each month, which are a mix of "Conversion only" Opps (perpetual licenses needing to be converted), "Mixed" Opps (existing subscription renewals needing to be renewed + perpetual licenses needing to be converted), and some "Renewals only" Opps (existing subscription renewals needing to be renewed).
• Renew and/or Convert customers to either like-for-like Modules or to Platform (OSH/SWO-SaaS/Flex SKU/DBSH/ITSM), focusing largely on OSH-convertible perpetual Modules needing to be converted (formerly, our Orion suite - ie, NPM, NTA, NCM, IPAM, UDT, VNQM, SAM, etc) with some Database / Service Desk / DameWare / Tools intertwined in your deals.
• Maintain a healthy balance of Gross Price Increase Multiple (GPIM) and Gross Retention Rate (GRR) to maximize your Net Price Increase Multiple (NPIM) across your book of business, gunning for a Flat Available Target (GRR x GPIM = 1 NPIM) and a Net Price Increase Multiple Target (GRR x GPIM = 1.4 NPIM).
• Work assigned pipeline three months forward and two-three months back.
• Utilize OUTREACH for the first round of touches to get a response.
• Work out of OUTLOOK/SFDC Plug-In once a customer responds to register Activities from Outlook to SFDC.
• Manage your book of business from beginning to end (Closed/Won or Closed/Lost) as a full cycle sales role.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level