Enterprise Sales

🔥 23 minutes ago

🇦🇺 Australia – Remote

⏰ Full Time

🟠 Senior

🔴 Lead

🤑 Sales

👻 Ghost score 10%

What it means: how likely this posting is sitting open without active hiring.How to read it: 60% or higher means we think this is a ghost. Lower scores are less of a worry.How we score it: age, reposts, open roles vs team size, how fast jobs close, and whether pay is listed.Fine print: an estimate from public data, not a judgment of the company. Real jobs can score high, so treat it as a hint, not a fact.

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SolarWinds

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

Founded 1999

☁️ SaaS

🏢 Enterprise

🤝 B2B

SaaS • Enterprise • B2B

SolarWinds is a provider of IT infrastructure and operations management software that helps organizations monitor, observe, and manage hybrid IT environments. Its portfolio includes monitoring and observability, database performance, incident response, and IT service management (ITSM) tools, offered as SaaS and self-hosted solutions with AI and automation features to improve operational resilience and speed incident response.

📋 Description

• Develop and execute strategic account plans to drive growth in enterprise accounts (2,000+ employees or $1B+ revenue), emphasizing SolarWinds Observability, Database Solutions, and ITSM Solutions • Leverage the channel partner ecosystem (resellers, distributors, system integrators) to amplify sales, co-create opportunities, and expand market reach • Identify and pursue cross-sell and upsell opportunities across enterprise and mid-market accounts to maximize adoption of SolarWinds’ portfolio • Conduct technical workshops with customers and partners to showcase product capabilities, generate leads, and accelerate deal pipelines • Manage mid-market velocity deals (200-2,000 employees or $50M-$1B revenue), applying efficient sales cycles to complement enterprise strategies • Engage C-level executives, IT leaders, and partners through consultative solution selling to align SolarWinds’ solutions with business needs • Accurately forecast deal pipelines in CRM, such as Salesforce, ensuring reliable projections and consistent achievement of sales quotas • Collaborate with pre-sales engineers, product teams, and channel partners to deliver compelling demos, proposals, and proof-of-concepts • Drive deal execution, overcome obstacles, and fuel regional growth through a hands-on approach

🎯 Requirements

• 7+ years of B2B software sales experience, with 3+ years managing enterprise accounts and channel sales in the ANZ region • Proven success in leveraging channel partners to drive revenue, with expertise in co-selling and partner relationship management • Demonstrated ability to create cross-sell and upsell opportunities, with a track record of meeting or exceeding sales quotas • Experience conducting technical workshops or product demonstrations to generate sales opportunities • Strong knowledge of IT management software, including observability, database management, or ITSM solutions (SolarWinds products a plus) • Ability to manage mid-market velocity deals, balancing efficiency with enterprise-level strategic planning • Exceptional communication, negotiation, and presentation skills, engaging both technical and executive audiences • Proficient in CRM tools (Salesforce preferred) and sales methodologies (e.g., MEDDIC, Challenger, SPIN) • Roll-up-your-sleeves attitude, with a passion for driving growth in a fast-paced, remote environment • Bachelor’s degree in Business, IT, or related field (or equivalent experience)