Federal Account Manager - US Navy & Marine Corps

Your Role:

SolarWinds is currently looking for an Account Manager for the US Navy & Marine Corps territory. They will contribute individually and as a team member, providing direction and agency intelligence to the Core (Inside) Sales Team. As part of the SolarWinds Federal team, He/She will have extensive experience managing the Navy & USMC account(s) on a global basis. These responsibilities incorporate the oversight and management of a significant, installed base of SolarWinds solutions. In doing so, He/She will identify opportunities for growth across Navy and Marine Corps installation and programs, and across an expansive SolarWinds portfolio. This role requires a deep and thorough understanding of the Navy organizational structure both laterally and horizontally.
Excellent communication skills and problem-solving aptitude are critical along with the ability to be self-driven. The capacity to succeed in this role will require strong drive as well as the application of advanced technical/business skills.

Your Impact:

• Manage and close existing, assigned business within the Navy and Marine Corps. Build additional pipeline within program areas
• Develop and manage both tactical and strategic opportunities within the assigned territory
• Responsible for lead generation, building the relationship with prospective clients, account profiling and developing the prospect into a revenue generating client
• Evolve and expand key relationships within the Federal Systems Integrator (FSI) community
• Work with Channel partners and Channel Manager to promote SolarWinds solution sales
• Collaborate and provide guidance to other members of the US Navy & Marine Corps sales team
• 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
• Navigate multi-faceted, competitive and complex sales cycles
• 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 in-depth Navy experience

Your Experience:

• 5+ years of sales experience
• 3 - 5 years of direct enterprise software sales experience a must
• 3 - 5 years of direct Navy sales experience
• 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 multitask
• Excellent qualifying and closing skills
• Business development, prospecting skills, and ability to build strong partner relationships
• Ability to travel to Navy & Marine Corps installations as required

Preferences

• 3 Years of successful business development and sales quota attainment within the Navy/ USMC
• Forecast accurately, proficiency, experience with SalesForce.com is essential
• Demonstrated ability to identify new IT Operation Management (ITOM) business
• Bachelor's Degree or Higher