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Job Description: Federal Government Sales Representative – Australia
Location: Canberra, ACT
Employment Type: Full-Time
Job Overview
We’re seeking a highly motivated and experienced Federal Government Sales Representative to accelerate revenue growth within the Australian Federal Government sector. Based out of Canberra, this role focuses on strategic account management, navigating complex government procurement processes, and leveraging our robust channel partner ecosystem. With a deep understanding of government client needs, you’ll identify cross-sell and upsell opportunities, conduct technical workshops to spark new engagements, accurately forecast deals, and consistently meet or exceed quotas, championing SolarWinds’ Observability, Database Solutions, and ITSM offerings to fuel public sector success.
Key Responsibilities
- Develop and execute strategic account plans to drive growth within Australian Federal Government accounts, emphasizing SolarWinds Observability, Database Solutions, and ITSM Solutions.
- Navigate complex government procurement cycles, policies, and regulations to effectively position SolarWinds solutions and close deals.
- Leverage the channel partner ecosystem (resellers, distributors, system integrators) with a proven track record in the Federal Government space to amplify sales, co-create opportunities, and expand market reach.
- Identify and pursue cross-sell and upsell opportunities across Federal Government agencies to maximize adoption of SolarWinds’ portfolio.
- Conduct technical workshops and product demonstrations with government customers and partners to showcase product capabilities, generate leads, and accelerate deal pipelines.
- Engage C-level executives, IT leaders, and key stakeholders within Federal Government departments through consultative solution selling to align SolarWinds’ solutions with critical agency needs and mandates.
- Accurately forecast deal pipelines in CRM (e.g., 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 tailored to government requirements.
- Maintain a thorough understanding of the Australian Federal Government's IT landscape, strategic initiatives, and key spending areas.
- Embrace a hands-on, roll-up-your-sleeves approach to drive deal execution, overcome obstacles, and fuel public sector growth.
Qualifications
- 7-10 years of B2B IT sales experience specifically within the Australian Federal Government sector.
- Demonstrated success in navigating complex government procurement processes and achieving sales targets with Federal Government clients.
- Proven success in leveraging channel partners to drive revenue within the Australian public sector, 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).
- Exceptional communication, negotiation, and presentation skills, engaging both technical and executive audiences within government agencies.
- Proficient in CRM tools (Salesforce preferred) and sales methodologies (e.g., MEDDIC, Challenger, SPIN).
- Ability to obtain and maintain necessary government security clearances.
- Roll-up-your-sleeves attitude, with a passion for driving growth in a fast-paced environment.
- Bachelor’s degree in Business, IT, or related field (or equivalent experience).
What We Offer
- Competitive salary with uncapped commissions to celebrate your success.
- Comprehensive benefits, including health insurance.
- A vibrant, collaborative culture with opportunities to grow within a global leader.
- Access to cutting-edge training and tools to amplify your impact.
SolarWinds is an Equal Employment Opportunity Employer. SolarWinds will consider all qualified applicants for employment without regard to race, color, religion, sex, age, national origin, sexual orientation, gender identity, marital status, disability, veteran status or any other characteristic protected by law.
All applications are treated in accordance with the SolarWinds Privacy Notice: https://www.solarwinds.com/applicant-privacy-notice
Skills Required
- 7-10 years of B2B IT sales experience within the Australian Federal Government sector
- Demonstrated success in navigating complex government procurement processes
- Experience leveraging channel partners to drive revenue
- Demonstrated ability to create cross-sell and upsell opportunities
- Experience conducting technical workshops or product demonstrations
- Strong knowledge of IT management software
- Exceptional communication, negotiation, and presentation skills
- Proficient in CRM tools, preferably Salesforce
- Ability to obtain and maintain necessary government security clearances
- Bachelor's degree in Business, IT, or related field
SolarWinds Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about SolarWinds and has not been reviewed or approved by SolarWinds.
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Healthcare Strength — Health coverage is described as comprehensive, with some locations covering healthcare, dental, and vision at 100% and generally well-regarded plan quality. Feedback suggests wellness resources, counseling, and fitness reimbursements further strengthen the offering.
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Leave & Time Off Breadth — Paid time off, holidays, and a sabbatical after five years are part of the package. Feedback suggests global parental leave minimums add meaningful family support to the overall time-off mix.
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Pay Growth & Progression — Compensation is considered solid by many, with consistent raises noted alongside base pay. Feedback suggests bonuses and structured increases contribute to a sense of ongoing pay growth.
SolarWinds Insights
What We Do
SolarWinds is a leading provider of powerful and affordable IT management software. Our products give organizations worldwide—regardless of type, size, or complexity—the power to monitor and manage their IT services, infrastructures, and applications; whether on-premises, in the cloud, or via hybrid models. We continuously engage with technology professionals—IT service and operations professionals, DevOps professionals, and managed services providers (MSPs)—to understand the challenges they face in maintaining high-performing and highly available IT infrastructures and applications. The insights we gain from them, in places like our THWACK® community, allow us to solve well-understood IT management challenges in the ways technology professionals want them solved. Our focus on the user and commitment to excellence in end-to-end hybrid IT management has established SolarWinds as a worldwide leader in solutions for network and IT service management, application performance, and managed services.
