At SolarWinds, we’re a people-first company. Our purpose is to enrich the lives of the people we serve—including our employees, customers, shareholders, partners, and communities. Join us in our mission to help customers accelerate business transformation with simple, powerful, and secure solutions.
The ideal candidate thrives in an innovative, fast-paced environment and is collaborative, accountable, ready, and empathetic. We’re looking for individuals who believe they can accomplish more as a team and create lasting growth for themselves and others. We hire based on attitude, competency, and commitment. Solarians are ready to advance our world-class solutions in a fast-paced environment and accept the challenge to lead with purpose. If you’re looking to build your career with an exceptional team, you’ve come to the right place. Join SolarWinds and grow with us!
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.
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
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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.
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