Federal Inside Sales Rep - Navy & USMC - SolarWinds

POSITION OVERVIEW/OBJECTIVE:
Establishes relationships by skillfully engaging with IT decision makers to identify opportunities and sell SolarWinds products and services within the Navy and US Marine Corp. Works diligently to prospect, qualify, and close business within assigned territory. Educates prospective clients on products and services by conducting effective product demos.

PRIMARY RESPONSIBILITIES:

• Engage directly with IT decision makers within the federal government.
• Use a consultative approach to make warm calls and manage warm inbound leads for one or more of the following:
  • Product evaluation requests
  • Customers who have downloaded trial versions of our products
  • Current customers who have additional IT product needs
• Partner with sales engineering to conduct technical and non-technical online web product demonstrations.
• Identify the best platform fit for the customer and cross-sell and up-sell opportunities, while building and maintaining customer rapport.
• Strategically identify renewal, new business, channel partnership, and local market opportunities.
• Provide superior customer service when assisting potential customers during their evaluation process. Create quotes and new customer accounts, coordinate with channel partners, and close sales.
• Maintain accurate customer records, activity, and pipeline reports within Salesforce.
• Meet or exceed quarterly sales quota.

BASIC QUALIFICATIONS:

• Solid understanding of the sales cadence to optimize its execution
• Previous experience working at a value-added reseller or distributor
• Channel experience is a plus
• Passion for selling and enthusiastic self-starter with a “can-do” attitude
• Demonstrated ability to convert prospects and close deals by phone while achieving established sales quotas
• Strong interpersonal skills and the ability to communicate (oral and written) effectively is critical
• Develop and manage the pipeline, providing weekly updates to forecast
• Proficiency in Salesforce is preferred
• Solid understanding of IT concepts in order to quickly absorb and apply company-administered training

PREFERRED QUALIFICATIONS:

• 2 years' experience in a sales environment
• Bachelor's degree or equivalent combination of education and experience