About SolarWinds
SolarWinds is a leading provider of simple, powerful, and secure IT management software. Our "Solarian" culture is built on the values of
Collaboration, Accountability, Readiness, and Empathy (CARE)
. We empower technology professionals—ITOps, DevOps, SecOps, and Database Administrators—to solve today's hybrid IT challenges.
We are looking for a driven, results-oriented sales professional to join our ANZ team. This is a high-impact role where you will partner with organisations across the mid-market sector to help them accelerate business transformation through our observability and service management solutions.
The Role
As a
Mid-Market Account Executive
, you will be responsible for driving revenue growth within a defined territory of mid-sized organisations in Australia and New Zealand. This is a full-cycle sales role blending "hunting" for new business with "farming" existing accounts for expansion opportunities.
You will leverage SolarWinds' high-velocity, inside-first sales model while building deeper, consultative relationships with key decision-makers. Success in this role means working closely with our extensive Channel Partner ecosystem to identify, qualify, and close opportunities.
Key Responsibilities
* Full-Cycle Sales Management:
Manage the end-to-end sales process from prospecting and qualification to negotiation and closing.
* Territory Growth:
Develop and execute a strategic territory plan to exceed quarterly and annual revenue quotas (ARR/Bookings).
* Channel Collaboration:
Partner proactively with the ANZ Channel ecosystem (Distributors, MSPs, and Resellers) to drive leverage and scale your pipeline.
* Consultative Selling:
Articulate the SolarWinds value proposition ("Simple, Powerful, Secure") to technical stakeholders and C-level executives, mapping our solutions to their specific business outcomes.
* Pipeline Hygiene:
Maintain accurate forecasting and rigorous pipeline management within Salesforce, ensuring visibility for the leadership team.
* Cross-Selling & Expansion:
Identify opportunities to cross-sell additional modules (e.g., Observability, Database Performance, Service Desk) into the existing install base.
* Continuous Learning:
Stay updated on industry trends, competitive landscape, and the evolving SolarWinds product portfolio to serve as a trusted advisor to your clients.
What We're Looking For
* Experience:
5–7 years of B2B sales experience
, preferably within the Software/SaaS or IT Infrastructure industry.
* Mid-Market Expertise:
Proven track record of managing complex sales cycles with deal sizes ranging from transactional to strategic mid-market volumes.
* Channel DNA:
Experience working with and through channel partners is highly desirable.
* Sales Excellence:
Strong understanding of sales methodologies (e.g., MEDDIC, SPIN, Challenger) and a history of consistent quota over-achievement.
* Communication:
Exceptional verbal and written communication skills; able to command a room (virtual or physical) and present confidently to technical and executive audiences.
* Tech Stack:
Proficiency with Salesforce, LinkedIn Sales Navigator, and forecasting tools.
* Attributes:
You are resilient, self-motivated, and thrive in a fast-paced, high-growth environment. You embody our "One Team" mentality.
Why Join SolarWinds ANZ?
* Market Leader:
Sell a product suite used by over 300,000 customers worldwide, including nearly all Fortune 500 companies.
* Earning Potential:
Competitive base salary with an uncapped commission structure and accelerators for high performance.
* Growth & Development:
Access to world-class sales enablement, training, and career progression opportunities within a global organisation.
* Culture:
Join a supportive, inclusive, and high-energy local team that celebrates wins and values work-life balance.
* Flexibility:
We offer a hybrid working model (office/home) to support your lifestyle.