Enterprise Sales

This is a fully remote position, open to applicants in Australia.

📋 Description

• Develop and implement strategic account strategies aimed at driving growth within enterprise accounts (2,000+ employees or $1B+ revenue), with a focus on SolarWinds Observability, Database Solutions, and ITSM Solutions.

• Utilize the channel partner ecosystem (resellers, distributors, system integrators) to enhance sales, co-create opportunities, and broaden market penetration.

• Identify and pursue cross-selling and upselling opportunities across enterprise and mid-market accounts to optimize the adoption of SolarWinds’ offerings.

• Conduct technical workshops with customers and partners to demonstrate product capabilities, generate leads, and expedite deal pipelines.

• Manage mid-market velocity deals (200-2,000 employees or $50M-$1B revenue), employing effective sales cycles to support enterprise strategies.

• Engage with C-level executives, IT leaders, and partners through consultative solution selling to align SolarWinds’ offerings with business objectives.

• Accurately forecast deal pipelines in CRM systems, such as Salesforce, ensuring dependable projections and consistent achievement of sales targets.

• Collaborate with pre-sales engineers, product teams, and channel partners to deliver persuasive demos, proposals, and proofs-of-concept.

• Drive deal execution, address challenges, and promote regional growth through a proactive approach.

⛳️ Requirements

• 7+ years of B2B software sales experience, with a minimum of 3 years managing enterprise accounts and channel sales in the ANZ region.

• Proven track record in leveraging channel partners to drive revenue, possessing expertise in co-selling and partner relationship management.

• Demonstrated ability to create cross-sell and upsell opportunities, with a history of meeting or surpassing sales quotas.

• Experience in conducting technical workshops or product demonstrations to generate sales opportunities.

• Strong understanding of IT management software, including observability, database management, or ITSM solutions (experience with SolarWinds products is a plus).

• Ability to manage mid-market velocity deals while balancing efficiency with enterprise-level strategic planning.

• Exceptional communication, negotiation, and presentation skills, effectively engaging both technical and executive audiences.

• Proficient in CRM tools (Salesforce preferred) and sales methodologies (e.g., MEDDIC, Challenger, SPIN).

• A proactive, hands-on attitude, with a passion for driving growth in a dynamic, remote environment.

• Bachelor’s degree in Business, IT, or a related field (or equivalent experience).

🏝️ Benefits

• Competitive salary and performance-based bonuses.

• Comprehensive health and wellness programs.

• Opportunities for professional development and career growth.

• Flexible work arrangements, including remote work options.

• Engaging company culture and collaborative work environment.