Responsibilities

• Develop SolarWinds business opportunities within the new logo team to meet revenue targets.
• Drive net-new pipeline generation through self-sourced outbound prospecting, cold calling, email sequencing, and social/channel outreach to build and manage a full-cycle sales pipeline.
• Execute prospecting, lead generation, and sales activities for SolarWinds products, with a focus on full-stack Observability (on-prem and SaaS), as well as the database portfolio.
• Engage with IT decision-makers across various enterprises and locations, using a consultative approach across both self-sourced and inbound opportunities.
• Own and run technical proof-of-concept (POC) evaluations end-to-end — defining success criteria with the prospect, coordinating with sales engineering on scope and demo execution, and driving the evaluation to a decision.
• Manage the sales pipeline through its entire cycle, from first outbound touch to close.
• Partner with sales engineering to scope and deliver online product demonstrations and POC environments.
• Identify cross-sell and up-sell opportunities and maintain customer relationships.
• Identify new business, channel partnership, and local market opportunities.
• Provide superior customer service during the evaluation process, create quotes, coordinate with channel partners, and close sales.
• Maintain accurate customer records within Salesforce.
• Meet or exceed quarterly sales quotas

Experience

• Proven background in full-cycle sales, including self-generated outbound prospecting, preferably within the IT or software solutions industry.
• Skilled in a recognized sales methodology (e.g., Sandler, Challenger, Gap Selling, MEDDIC, or similar)
• Demonstrated experience running technical software evaluations or POCs, including setting success criteria and managing multi-stakeholder evaluation cycles.
• Strong understanding of network management, infrastructure monitoring, and observability products.
• Excellent communication and interpersonal skills
• Ability to engage with IT decision-makers and provide consultative sales support.
• Experience with Salesforce or similar CRM tools.
• Track record of meeting or exceeding sales quotas driven by self-sourced pipeline and channel partnerships
• Strong organizational and pipeline management skills.
• Ability to work independently and as part of a team.