Database Enterprise Account Executive

Austin, Texas;
Charlotte, North Carolina

At Solar Winds, 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.

Position Overview & Objective

Unlike traditional inside sales, the EAM manages multi-stakeholder sales cycles, navigates complex organizational hierarchies, and builds long-term executive relationships. You will serve as the "CEO of your territory," orchestrating internal resources, technical experts, and channel partners to solve large-scale data challenges and secure multi-year commitments.

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, competitive displacement opportunities, and new stakeholder entry points within both underpenetrated accounts and net-new enterprise accounts.
• Complex Sales Orchestration:
  Manage long-term, high-contract-value sales cycles from initial discovery through technical validation and final procurement.
• Consultative Executive Presence:
  Build and expand relationships with "C-level" and "Director-level" stakeholders (CDO, VP of Infrastructure) to align database performance initiatives with measurable business outcomes like cost-savings, operational resilience, and risk mitigation. Establish credibility in environments where Solar Winds may have limited existing footprints.
• Channel Ecosystem
  
  Collaboration:
  
  Work in lockstep with Value-Added 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 for complex database environments.
• Field Engagement:
  Travel as needed (up to 25-40%) for face-to-face customer meetings, technical workshops, and industry trade shows to solidify relationships and close high-stakes deals.
• Retention & Renewals:
  Partner with Customer Success to ensure 100% renewal rates by maintaining a continuous "value-realization" loop with the customer as well as identifying cross-sell and upsell opportunities
• CRM Precision:
  Maintain an accurate, high-integrity pipeline in Salesforce, providing detailed forensic-level forecasting for enterprise-level deals.

Success Metrics & KPIs

• Annual Contract Value (ACV):
  Total new and expansion revenue generated within assigned enterprise accounts.
• Pipeline Velocity:
  Speed of progression through complex, multi-stage enterprise sales cycles.
• Channel-Led Revenue:
  Percentage of deals successfully co-sold and fulfilled through key partners.
• Customer Lifetime Value (LTV):
  Increasing the footprint of database solutions across various departments (e.g., Dev Ops, Cloud Ops, Data Science).

Basic Qualifications

• Enterprise Sales
  
  Experience:
  
  Proven track record of managing 6-figure and 7-figure sales cycles within large, global organizations.
• 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, co-marketing, and partner-led fulfillment.
• Executive Communication:
  Mastery of presenting complex technical solutions as high-level business value propositions.
• Proj…