Federal Systems Integrator Account Executive

US-VA-Herndon
Job ID
2017-9883
# Positions
1
Category
Sales
Position Type
Permanent

Overview

The ideal candidate will be responsible for our Federal FSI business on both the sell-to and sell-through.  They will be keenly aware of the different FSIs annual IT budgets, strategic initiatives and programs.  They will contribute both individually and as a team Manager, 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.

 

Responsibilities

 

  • 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

Qualifications

  • Minimum 10+ years of sales experience
  • 5 + Years of direct enterprise software sales experience a must
  • 3+ years of FSI sales experience a must
  • Understanding of Federal programs in both CIV and DOD
  • 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

Preferences:

  • Must have Federal experience and work in the DC metro area
  • Bachelor's Degree or Higher
  • Proficiency with SalesForce.com, MS Excel and Word

#LI-SD1 #IN

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