Database Account Executive

Database Account Executive
At SolarWinds, we're a peoplefirstpany. Our purpose is to enrich the lives of the people we serve—including our employees, customers, holders, partners, andmunities. Join us in our mission to help customers accelerate business transformation with simple, powerful, and secure solutions.
The ideal candidate thrives in an innovative, fastpaced environment and is collaborative, accountable, ready, and empathetic. We're looking for individuals who believe they can aplish more as a team and create lasting growth for themselves and others. We hire based on attitude,petency, andmitment. Solarians are ready to advance our worldclass solutions in a fastpaced environment and accept the challenge to lead with purpose. If you're looking to build your career with an exceptional team, you'vee to the right place. Join SolarWinds and grow with us
Position Overview & Objective
The Enterprise Account Manager (EAM), Database Business Unit, is responsible for the accelerating growth and retention of SolarWinds' largest and mostplex database accounts. This includes expanding underpenetrated accounts as well as breaking into new enterprise logos. This role focuses on highvalue database performance solutions (such as SQL Sentry and Database Performance Analyzer) within the enterprise market.
Unlike traditional inside sales, the EAM manages multistakeholder sales cycles, navigatesplexanizational hierarchies, and builds longterm executive relationships. You will serve as the "CEO of your territory," orchestrating internal resources, technical experts, and channel partners to solve largescale data challenges and secure multiyearmitments.
Primary Responsibilities
Strategic Account Planning Develop and execute proactive territory growth strategies that drive incremental demand, expand buying centers, and increase database solution penetration across enterprise environments. Identify whitespace,petitive displacement opportunities, and new stakeholder entry points within both underpenetrated accounts and netnew enterprise accounts.
Complex Sales Orchestration Manage longterm, highcontractvalue sales cycles from initial discovery through technical validation and final procurement.
Consultative Executive Presence Build and expand relationships with "Clevel" and "Directorlevel" stakeholders (CDO, VP of Infrastructure) to align database performance initiatives with measurable business oues like costsavings, operational resilience, and risk mitigation. Establish credibility in environments w SolarWinds may have limited existing foots.
Channel Ecosystem Collaboration Work in lockstep with ValueAdded Resellers (VARs) and Distributors to strategically open doors within target enterprise accounts. Leverage the channel not only for fulfillment but as proactive route to access new buying centers and accelerate enterprise penetration.
Collaborative Selling Act as the lead orchestrator between Sales Engineering, Product Management, and Executive Leadership to deliver tailored solutions forplex database environments.
Field Engagement Travel as needed (up to -%) for facetoface customer meetings, technical workshops, and industry trade shows to solidify relationships and close highstakes deals.
Retention & Renewals Partner with Customer Success to ensure % renewal rates by maintaining a continuous "valuerealization" loop with the customer as well as identifying crosssell and upsell opportunities
CRM Precision Maintain an accurate, highintegrity pipeline in Salesforce, providing detailed forensiclevel forecasting for enterpriselevel deals.
Success Metrics & KPIs
Annual Contract Value (ACV) Total new and expansion revenue generated within assigned enterprise accounts.
Pipeline Velocity Speed of progression throughplex, multistage enterprise sales cycles.
ChannelLed Revenue Percentage of deals successfully cosold and fulfilled through key partners.
Customer Lifetime Value (LTV) Increasing the foot of database solutions across various departments (e.g., DevOps, Cloud Ops, Data Science).
Basic Qualifications
Enterprise Sales Experience Proven track record of managing figure and figure sales cycles within large, globalanizations.
Database & IT Acumen Deep understanding of the database landscape (SQL Server, Oracle, Azure, AWS) and the technical challenges of managing data at scale.
Channel Savvy Extensive experience working with major IT resellers and distributors; understanding of deal registration,arketing, and partnerled fulfillment.
Executive Communication Mastery of presentingplex technical solutions as highlevel business value propositions.
Project Management Ability to manage "The Deal Team" (SEs, Legal, Finance) to navigateplex legal and procurement hurdles.
SelfMotivation A high degree of autonomy and the ability to work effectively in a remotefieldbased environment.
Preferred Qualifications
Experience + years of enterprise software sales experience, preferably in Database Performance Monitoring (DPM) or Infrastructure Management.
Education Bachelor's degree in Business, Computer Science, or related field.
Strategic Training Familiarity with enterprise sales methodologies such as MEDDIC, MEDDPICC or Sandler.
Network An existing network of enterprise database stakeholders or channel partner relationships is a significant advantage.
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