• Account Executive

    Location US-TX-Austin
    Job ID
    2018-11363
    # Positions
    1
    Category
    Sales
    Position Type
    Full-Time
    Business Group
    SolarWinds
  • Overview

    SolarWinds provides powerful and affordable IT management software to more than 100,000 customers worldwide – from Fortune 500 enterprises to small businesses. Focused on the real-world needs of IT professionals, SolarWinds products are downloadable, easy to use and maintain, and provide the power, scale, and flexibility needed to manage today’s complex IT environments. SolarWinds’ growing online community, thwack, is a gathering-place for problem-solving, technology-sharing, and participating in product development for all of SolarWinds’ products. Learn more today at http://www.solarwinds.com .

     

    SolarWinds was built by network and systems engineers who know what it takes to manage today’s dynamic IT environments. For the past 10 years, we have combined this expertise with a deep connection to the IT community to create network, applications and storage management software that’s changing expectations for the enterprise software experience. We believe that the IT pros who use our products everyday – at companies like Expedia, Petsmart, Dish Network, Marriott and virtually every civilian agency and department of the Federal government – should be excited about them. That’s why we put our users first in everything we do, and strive to deliver powerful functionality while making their jobs easier. We call it “user-centric software,” and believe that it’s helped us to become “one of the fastest-growing management tools companies in recent history,” and one of the top IPOs of 2009.

     

    SolarWinds is an Equal Opportunity Employer.

     

    The Account Executive is responsible for using the SolarWinds sales model to create and develop new sales opportunities and to sell software consistently and predictably to achieve pre-determined sales targets; while at the same time ensuring a satisfied customer base which allows us to build a sustainable business for future success in the territory.

     

    Responsibilities

    • Qualifying and validating customer-specific needs and developing solution criteria.
    • Using strong interpersonal skills and communicating effectively telephonically/virtually.
    • Achieve and exceed the new license bookings goal by identifying solutions and point opportunities in assigned installed base customer accounts/new strategic customer opportunities while owning the entire sales cycle.
    • Independently conducting non-technical product demonstrations and partnering with Sales Engineering to conduct technical product demonstrations.
    • Enter customer and related information in Salesforce with the purpose of maintaining the accuracy of the CRM and ensuring all lead development is documented in Salesforce.
    • Use independent judgement including discounting practices to create, update and renew quotes in NetSuite to maximize deal profitability.
    • Provide timely and accurate business forecasts to sales and executive management.
    • Build consultative relationships with end customers to close opportunities through both direct and channel partnerships.
    • Pilot new go-to-market strategies, techniques or product marketing and provide feedback to cross-functional groups such as sales engineering and marketing for the purpose of improving general business and sales operations.
    • Manage own success by independently conducting account analysis and creating a strategic approach to maximize quarterly goals -- strategic approach includes custom communications as well as knowing when and how to utilize additional resources.
    • Utilize SolarWinds product knowledge to partner with decision makers within assigned accounts to present broad SolarWinds solutions that include cross-selling across multiple IT disciplines.

    Qualifications

    • 4+ years’ experience in a sales capacity, preferably account management
    • Ability to build and sustain trust among customers of various levels at any organization
    • Ability to understand existing customer environment and be able to proactively cross sell & upsell
    • Strong interpersonal skills and the ability to communicate (oral and written) effectively is absolutely a must. 
    • Create need within existing customer base by using qualifying questions and the SolarWinds value proposition.
    • Ability to learn and maintain in depth technical product knowledge.  Must become internally certified in SolarWinds product portfolio. 
    • Ability to deliver product demonstrations
    • Ability to understand customer/prospect corporate IT goals and initiatives’ and align SolarWinds’ solutions to those initiatives
    • Ability to understand sales numbers and manage to daily sales metrics
    • Ability to pivot to customer needs while maintaining deal velocity and momentum
    • Demonstrated ability to work in a fast paced, ever changing environment
    • Ability to adapt to changing business issues and requirements and be creative in suggesting new approaches
    • Should fully understand how to communicate with procurement departments and how to gather needed information regarding buying cycles and timelines

    Education/Experience

    • High school degree required. BS/BA preferred
    • Minimum of 4 years in a quota carrying sales role with demonstrated achievement 
    • Position Based in Austin, Texas and may require limited travel (up to 5%)

     

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