Enterprise Sales- Melbourne

Job Overview

We’re seeking a high-energy Enterprise Sales Account Manager to accelerate revenue growth in the ANZ region by leading enterprise sales and leveraging our robust channel partner ecosystem. This role focuses on strategic enterprise account management, creating cross-sell and upsell opportunities, and driving mid-market velocity deals. With a roll-up-your-sleeves mindset, you’ll conduct technical workshops to spark new opportunities, accurately forecast deals, and consistently meet or exceed quotas, championing SolarWinds’ Observability, Database Solutions, and ITSM offerings to fuel regional success.

Key Responsibilities

• 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 (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.
• Embrace a hands-on, roll-up-your-sleeves approach to drive deal execution, overcome obstacles, and fuel regional growth.

Qualifications

• 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).