What are the responsibilities and job description for the FED Renewals Conversion Sales position at SolarWinds?
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!
Federal region specific renewals conversion sales.
• Assigned 25-35 Opportunities each month -- those are a mix of "Conversion only" Opps (perpetual licenses needing to be converted), "Mixed" Opps (existing subscription renewals needing to be renewed perpetual licenses needing to be converted), and some "Renewals only" Opps (existing subscription renewals needing to be renewed).
• Renew and/or Convert customers to either like-for-like Modules or to Platform (OSH/SWO-SaaS/Flex SKU/DBSH/ITSM) -- you'll be focused largely on OSH-convertible perpetual Modules needing to be converted (formerly, our Orion suite - ie, NPM, NTA, NCM, IPAM, UDT, VNQM, SAM, etc) with some Database / Service Desk / DameWare / Tools intertwined in your deals.
• At all times, you'll be looking / assigned pipeline three months forward BUT also expected to work two-three months back. For example, today our Conversion/Renewals Sales teams are working deals lapsing in March '26 deals that lapsed back in October.
• Goal is to maintain a healthy balance of two metrics as you work your deals -- your Gross Price Increase Multiple (GPIM) and Gross Retention Rate (GRR) -- in order to maximize your Net Price Increase Multiple (NPIM) across your book of business. You'll be gunning for a Flat Available Target (GRR x GPIM = 1 NPIM) and a Net Price Increase Multiple Target (GRR x GPIM = 1.4 NPIM).
• First round of touches (to get a response) is worked out of OUTREACH. Once a customer responds, you'll start working out of your OUTLOOK/SFDC Plug-In to register Activities from Outlook to SFDC (where you'll work your book of business). Full cycle sales role, so you'll be working your book of business from beginning to end (Closed/Won or Closed/Lost).
High-level and Detailed Qualifications:
- High energy
- Well-spoken
- Motivated/Competitive/Hungry
- Sales (or translatable) experience
- Confident
- Humble / Coachable - Smart / Curious
- Able to pivot or be flexible
- Fast worker
• 2–3 years of proven software sales experience, preferably in SaaS or IT infrastructure solutions.
• A strong understanding of IT infrastructure, incident management, and DevOps/SRE practices is a plus.
• Excellent English communication skills, both spoken and written.
• Proficiency in Salesforce CRM.
• Ability to work independently, manage time effectively, and drive results in a fast-paced environment.
• Bachelor’s degree in Business, IT, or related field preferred.
• Excellent communicator and negotiator, comfortable influencing across multiple stakeholders/ cross functions.
• Must be able to thrive in a fast-paced, ever-changing environment.
• Strong business acumen, critical thinking, and problem-solving.
• Champion customer experience, quality and technical excellence.
• Experienced in the software industry with knowledge of different licensing models, including on-premises, subscription, and SaaS.
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