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Solarwinds Inc. Business Development Account Executive in Herndon, Virginia


Responsible for sales plan, execution, and development of long term and transactional opportunities within the U.S. Federal DoD Joint Agencies. Customer has install base of Solarwinds Network Management, Systems Management and Security solutions, but prospecting and developing new opportunities across the territory is required. The territory consists of DoD agencies that support all major branches of the Department of Defense. Examples are all the Combat Commands (Southcom, Transcom, Stratcom, etc) and DoD service providers such as DISA, DIA, DoD IC, MDA, NATO, and DTRA. Knowledge of prime contractors in this territory is helpful. Collaboration is required between the inside sales team and the integrator teams within Solarwinds.


  • Develop and manage enterprise accounts within assigned territory

  • Responsible for lead generation, building the relationship with prospective customers, account profiling and developing the prospective customer into a revenue generating customer

  • Work with Channel partners and Channel Manager to promote Solarwinds solution sales

  • 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

  • Negotiate contracts, up-sell, 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 multiple agency experience


  • 10+ years of sales experience

  • 5 + Years of direct enterprise software sales experience a must

  • 3+ years of Federal DOD sales experience 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 multi task

  • Excellent qualifying and closing skills

  • Business development, prospecting skills and ability to build strong partner relationship


  • Bachelor's Degree or Higher

  • Proficiency with, MS Excel and Word

  • COCOM, DISA, and IC experience preferred

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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.

Job ID 2019-12246

# Positions 1

Category Sales

Position Type Regular

Business Group SolarWinds

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