• Federal Account Executive- Systems Integrator

    Location US-VA-Herndon
    Job ID
    2018-11418
    # Positions
    1
    Category
    Sales
    Position Type
    Permanent
    Business Group
    SolarWinds
  • Overview

    The candidate will be responsible for our Federal Systems Integrator (FSI) business on a sell-to basis with periodic involvement on sell-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. 

    Responsibilities

    • Develop and manage FSI enterprise 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

    Qualifications

    • 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

    Preferences: 

    • 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 SalesForce.com, MS Excel and Word

    #IN #LI-AD1

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