Account Manager, Database

Position Overview & Objective

The Enterprise Account Manager (EAM), Database Business Unit, is responsible for the accelerating growth and retention of SolarWinds’ largest and most complex database accounts. This includes expanding underpenetrated accounts as well as breaking into new enterprise logos. This role focuses on high-value database performance solutions (such as SQL Sentry and Database Performance Analyzer) within the enterprise market.

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 SolarWinds 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., DevOps, 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.
• Project Management: Ability to manage "The Deal Team" (SEs, Legal, Finance) to navigate complex legal and procurement hurdles.
• Self-Motivation: A high degree of autonomy and the ability to work effectively in a remote/field-based environment.

Preferred Qualifications

• Experience: 5+ 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.