Account Manager - SMB New Logo

POSITION OVERVIEW/OBJECTIVE:
Establish relationships by skillfully engaging with IT decision makers, SolarWinds partners, and their customers, VARs, to identify net new opportunities and sell SolarWinds products indirectly through channel partners. Work diligently to prospect, qualify, and close business within the assigned SMB territory. Educate partners and prospective clients and partners on products throughout the sales cycle, including conducting effective product demos, value positioning, winning joint pricing strategies, and effective closing tactics.

PRIMARY RESPONSIBILITIES:

• Must achieve revenue targets through effective sales support, partner engagement, and co-sell, leading to the successful close of SMB opportunities
• Engage partner in early stages of SWI-initiated opportunities for partner-led, or joint selling cycle
• Create a joint value proposition that also influences the receipt of channel-initiated opportunities
• Manage selling relationships with target partners
• Educate partners on the SWI platform and present joint value proposition
• Provide regular business reviews, performance metrics, working closely with channel managers on strategic plans and opportunity management
• Serves as main POC for partner-related sales activities for assigned region/territory
• Proactively resolve customer facing challenges with designated partner
• Field inbound requests, make outbound calls, e-mail communication, channel coordination, and overall management of the sales pipeline through the sales cycle.
• Execute activities for prospecting, lead generation, and selling SolarWinds products to new customers focusing on the portfolio of products.
• Use a consultative approach to make calls and manage sales leads for product evaluation requests
• Partner with sales engineering to conduct technical and non-technical online web product demonstrations.
• Through discovery, identify the best platform fit for the customer, while building and maintaining customer rapport.
• Strategically identify new business, channel partnerships, and local market opportunities.
• Provide superior customer service when assisting potential customers during their evaluation process.
• Create quotes and new customer accounts, coordinate with channel partners, and close sales.
• Maintain accurate customer records and activity and pipeline reports within Salesforce.
• Meet or exceed annual sales quotas.

BASIC QUALIFICATIONS:

• Solid understanding of a software/SaaS sales methodology and cadence in order to optimize its execution
• Experience co co-selling software with resellers and distribution partners, with a high comfort level in indirect selling
• Minimum 2 yearsof experience with sales, channel sales, or business development
• Passion for selling and enthusiastic self-starter with a "can-do" attitude
• Demonstrated ability to convert prospects and close deals by phone while achieving established sales quotas
• Strong interpersonal skills and the ability to communicate (oral and written) effectively is critical
• Proficiency with Microsoft Office Suite, Salesforce, LinkedIn Sales Navigator, Outreach.io, and 6Sense a plus
• Solid understanding of IT concepts to quickly absorb and apply company-administered training

PREFERRED QUALIFICATIONS:

• Minimum 53 years of experience in channel sales, inside sales or related role in tech or SaaS industry.
• Experience co selling software with reseller and distribution partners with high comfort level in indirect selling
• Bachelor's degree or equivalent combination of education and experience