About the role

Aplyr's Quick Take

This role is about managing sales for SolarWinds within the Australian Federal Government sector. You'll be responsible for developing account strategies, navigating procurement processes, and driving revenue growth through existing and new government clients.

Good fit

Ideal candidates will have experience in government sales, particularly in IT solutions, and should be comfortable working independently while also collaborating with partners. A proactive, strategic mindset and familiarity with government regulations are essential.

Worth noting

The role emphasizes a strong understanding of government procurement, which may be challenging for those without prior experience in this area. The focus on collaboration with channel partners could be a unique opportunity for those with existing relationships in the federal space.

At SolarWinds, 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.

The ideal candidate thrives in an innovative, fast-paced environment and is collaborative, accountable, ready, and empathetic. We’re looking for individuals who believe they can accomplish more as a team and create lasting growth for themselves and others. We hire based on attitude, competency, and commitment. Solarians are ready to advance our world-class solutions in a fast-paced environment and accept the challenge to lead with purpose. If you’re looking to build your career with an exceptional team, you’ve come to the right place. Join SolarWinds and grow with us!

Job Description: Federal Government Sales Representative – Australia

Location: Canberra, ACT

Employment Type: Full-Time

Job Overview

We’re seeking a highly motivated and experienced Federal Government Sales Representative to accelerate revenue growth within the Australian Federal Government sector. Based out of Canberra, this role focuses on strategic account management, navigating complex government procurement processes, and leveraging our robust channel partner ecosystem. With a deep understanding of government client needs, you’ll identify cross-sell and upsell opportunities, conduct technical workshops to spark new engagements, accurately forecast deals, and consistently meet or exceed quotas, championing SolarWinds’ Observability, Database Solutions, and ITSM offerings to fuel public sector success.

Key Responsibilities

Develop and execute strategic account plans to drive growth within Australian Federal Government accounts, emphasizing SolarWinds Observability, Database Solutions, and ITSM Solutions.
Navigate complex government procurement cycles, policies, and regulations to effectively position SolarWinds solutions and close deals.
Leverage the channel partner ecosystem (resellers, distributors, system integrators) with a proven track record in the Federal Government space to amplify sales, co-create opportunities, and expand market reach.
Identify and pursue cross-sell and upsell opportunities across Federal Government agencies to maximize adoption of SolarWinds’ portfolio.
Conduct technical workshops and product demonstrations with government customers and partners to showcase product capabilities, generate leads, and accelerate deal pipelines.
Engage C-level executives, IT leaders, and key stakeholders within Federal Government departments through consultative solution selling to align SolarWinds’ solutions with critical agency needs and mandates.
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 tailored to government requirements.
Maintain a thorough understanding of the Australian Federal Government's IT landscape, strategic initiatives, and key spending areas.
Embrace a hands-on, roll-up-your-sleeves approach to drive deal execution, overcome obstacles, and fuel public sector growth.

Qualifications

7-10 years of B2B IT sales experience specifically within the Australian Federal Government sector.
Demonstrated success in navigating complex government procurement processes and achieving sales targets with Federal Government clients.
Proven success in leveraging channel partners to drive revenue within the Australian public sector, 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).
Exceptional communication, negotiation, and presentation skills, engaging both technical and executive audiences within government agencies.
Proficient in CRM tools (Salesforce preferred) and sales methodologies (e.g., MEDDIC, Challenger, SPIN).
Ability to obtain and maintain necessary government security clearances.
Roll-up-your-sleeves attitude, with a passion for driving growth in a fast-paced environment.
Bachelor’s degree in Business, IT, or related field (or equivalent experience).

What We Offer

Competitive salary with uncapped commissions to celebrate your success.
Comprehensive benefits, including health insurance.
A vibrant, collaborative culture with opportunities to grow within a global leader.
Access to cutting-edge training and tools to amplify your impact.

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 Privacy Notice: https://www.solarwinds.com/applicant-privacy-notice

Skills & Tags

go ai data product sales

Aplyr's read

SolarWinds specializes in IT management software, attracting professionals focused on network performance, systems management, and security solutions.
Synthesized from recent postings & public sources

What's promising

•SolarWinds has a strong market presence in IT management software.
•The company offers diverse career opportunities across global locations.
•Recent hires indicate a focus on expanding alliances and sales channels.

What to watch

•SolarWinds faced a significant security breach in 2020 affecting its reputation.
•The company operates in a highly competitive IT management sector.
•Limited public information about employee satisfaction and company culture.

Why SolarWinds

•SolarWinds is known for its comprehensive network performance monitoring tools.
•The company provides specialized solutions for IT security challenges.
•SolarWinds has a notable focus on government and enterprise clients.

Aplyr’s read is generated by AI from public sources. Was it useful?

About SolarWinds

SolarWinds

solarwinds.com

View company

SolarWinds is a leading provider of IT management software, offering solutions for network performance monitoring, systems management, and IT security.