Senior Account Manager - Air Force

NetCareers • Austin, TX

2d

About The Position

SolarWinds is seeking a Senior Account Manager to manage the Air Force account globally. The role contributes individually and as part of a team, providing direction and agency intelligence to the Core (Inside) Sales Team. It involves oversight and management of a significant installed base of SolarWinds solutions, identifying growth opportunities across Air Force installations and programs, and selling across SolarWinds’ portfolio. The role requires a thorough understanding of the Air Force’s organizational structure, strong communication and problem-solving skills, self-direction, and advanced technical and business skills.

The Senior Account Manager manages assigned business, builds pipeline, develops tactical and strategic opportunities, and grows relationships with Air Force customers and Federal Systems Integrators. The role works with channel partners and the Channel Manager, meets or exceeds quarterly sales quotas, maintains forecasts, and provides sales tracking and reporting using Salesforce and Excel. Travel to Air Force installations worldwide may be required.

Requirements

• 5–8 years of sales experience.
• At least 5 years of direct enterprise software sales experience.
• At least 5 years of direct Air Force sales experience.
• Technical acumen and ability to connect technical solutions to business value.
• Proven sales performance and knowledge of Federal sales.
• Comfort with enterprise and transactional sales models.
• Experience and credibility selling to CxO and senior sales business manager levels.
• Ability to forecast and manage sales expenses.
• High intellect and ability to multitask.
• Strong qualifying and closing skills.
• Business development and prospecting skills, with the ability to build strong partner relationships.

Nice To Haves

• 5–8 years of successful business development and sales quota attainment within the US Army.
• Accurate forecasting and proficiency and experience with Salesforce.com.
• Demonstrated ability to identify new IT Operations Management (ITOM) business.
• Bachelor’s degree or higher.

Responsibilities

• Manage and close existing assigned business within the Air Force.
• Build additional pipeline within large Air Force program areas.
• Develop and manage tactical and strategic opportunities within the assigned territory.
• Generate leads, profile accounts, develop prospective clients, and convert them into revenue-generating clients.
• Develop and expand key relationships within the Federal Systems Integrator community.
• Work with channel partners and the Channel Manager to promote SolarWinds solution sales.
• Mentor and guide other members of the Air Force SolarWinds sales team.
• Meet or exceed quarterly sales quotas.
• Develop and manage pipeline and provide weekly forecast updates.
• Provide appropriate business information for decision-making and control.
• Assist in developing existing accounts and generating new accounts.
• Navigate multifaceted, competitive, and complex sales cycles and build customer rapport.
• Provide required sales tracking and reporting using Salesforce and Excel.
• Analyze data, formulate account strategy, and execute the plan.
• Forecast accurately and manage sales expenses.
• Travel to Air Force installations worldwide as required.

What This Job Offers

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