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Solarwinds Inc. Business Development Account Executive in Herndon, Virginia


SolarWinds is currently looking for a Federal Business Development Account Executive - DOD COCOM's. The ideal candidate will identify, qualify and close new opportunities. They will be keenly aware of the different DOD accounts annual IT budgets, strategic initiatives and programs. They will contribute individually and as a team member, providing direction and agency intelligence to the Core (Inside) Sales Team. He/She will have experience teaming with Federal System Integrators, Channel and Alliance partners. Although SolarWinds has eliminated many barriers to entry, He/She will be responsible for identifing barriers to conducting SolarWinds' business and responsible for guiding/managing efforts to fill those gaps.

Excellent communication skills and problem solving ability are critical along with the ability to be self-driven. Ability to succeed in this role will require strong drive as well as the application of advanced technical/business skills.


  • 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 relationships


  • Bachelor's Degree or Higher

  • Proficiency with, MS Excel and Word

  • DOD COCOM's experience preferred


Location US-VA-Herndon

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 2020-14108

# Positions 1

Category Sales

Position Type Regular

Business Group Core IT

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