Solarwinds Inc. Federal Account Executive- Systems Integrator in Herndon, Virginia


The candidate will be responsible for our Federal Systems Integrator (FSI) business on a sell-to basiswithperiodic involvementonsell-through initiatives.They will be keenly aware of the different FSIs annual IT budgets and strategic initiatives. They will contribute both individually and as a team member, providing direction and intelligence regarding sell-to opportunities. He/She will be responsible for identifying barriers to conducting SolarWinds' business and be 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 manageFSIenterprise accounts within assigned territory

  • Responsible for lead generation and building the relationship with both existing and prospective customers

  • Account profiling proficiency

  • Ability to identify and catalogue information regarding existing, legacy infrastructure management products that may be in use.

  • 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

  • Identity cross sell and up-sell opportunities while build and maintaining 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 who have worked within the FSI community


  • 5 + Years of direct enterprise software sales experience preferable

  • 3+ years of FSI sales experience a must

  • Technical acumen with the ability to relate it with business value

  • Proven track record of sales performance and knowledge of FSI and Federal sales

  • Comfort with both a transactional and enterprise sales model

  • Experience and credibility selling at the CxO and senior sales business manager level

  • Ability to forecast accurately

  • High intellect and the capacity to multi task

  • Excellent qualifying and closing skills

  • Strong prospecting skills


  • Must work in the DC metro area, be willing to work out of the Federal offices in Herndon, VA

  • Bachelor's Degree or Higher

  • Proficiency with, MS Excel and Word


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 2018-11418

# Positions 1

Category Sales

Position Type Regular

Business Group SolarWinds