Regional Sales Manager

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!

Reporting into the Regional Sales Director, and based remotely the Regional Sales Manager is responsible for taking advantage of significant growth in SolarWinds revenues from the assigned region, continuing to ensure direct coverage and drive is given to the sale of the full range of SolarWinds products into the assigned market territory.

We are looking for a Regional Sales Manager who will be primarily responsible for hunting for new customers by selling new products and services as well as working closely with our channel. Ideal candidates will 10 years (minimum 5 years) of solution’s oriented software sales, ideally Security based Solutions experience, and will have a consistent track record of sales targets.

Primary responsibilities for this key management position include managing territory resources, developing channel partners and exceeding aggressive revenue goals.

The position will also require the individual to drive and close business by direct touch model. The candidate will therefore have a consistent track record of sales targets. The individual should be able to demonstrate experience in running complex, solution based, sales campaigns with large corporate and government organizations, ideally desktop management software experience.

Because SolarWinds is channel driven, the ideal candidate will have extensive experience working with value added resellers (VARs) and a proven understanding of their business model, especially as it relates to complex software sales and services. The candidate will also have an excellent understanding of channel partner dynamics and partner development.

Experience dealing with strategic Global Systems Integrators and Hardware Manufacturers would also be an advantage.

Experience:

• 8+ years of B2B software sales experience, with a strong focus on IT infrastructure, observability, monitoring, networking, or cybersecurity solutions.
• At least 3+ years in a sales leadership or regional management role.
• Proven success in driving new business development and expanding existing accounts within Mediterranean market: Italy, Greece, Cyprus and Malta.
• Experience managing channel partners, distributors, and MSPs(key go-to-market model for SolarWinds).
• Solid track record of meeting and exceeding annual revenue targets.

Market Knowledge:

• Strong understanding of the Mediterranean business culture, buying behavior, and regulatory environment.
• Experience selling to industries relevant to your company (e.g., IT, Networking, SaaS, manufacturing, etc.)

Key Responsibilities:

• Understand and solve customers’ pain points through SolarWinds’ unique value proposition
• Build high level relationships within large organisations, to bring on new logo customers.
• Build/maintain strong business relationships with senior level executives
• Solely responsible for own revenue quota.
• Demonstrate ability to close large deals
• Build own pipeline
• Ability to close deals directly
• Responsible for signing new partners and manage existing channel ecosystem
• Running regular sales reports on opportunities
• Strong presentation and negotiation skills at C-level.

Skills & Experience:

• Experience leading or mentoring sales teams and channel partners.
• Skilled in complex deal management, multi-stakeholder negotiations, and solution selling.
• Expertise in account planning, forecasting, pipeline management, and use of CRM systems (Salesforce preferred).
• Ability to work cross-functionally with marketing, presales/SEs, and channel managers.
• Strong knowledge of IT monitoring, observability, AIOps, and hybrid cloud infrastructures.
• Familiarity with CIO, IT Operations, Network Engineers, and MSP decision-makers as key stakeholders.
• Understanding of the Mediterranean IT market landscape (enterprise, public sector, and SMB).
• Experience in account planning, territory management, and pipeline development.
• Skilled in forecasting, reporting, and CRM tools (e.g., Salesforce, NetSuite, Tableau).
• Ability to build and maintain strong customer and partner relationships.
• Knowledge of channel management, enterprise sales cycles, and complex deal structuring.
• Understanding of channel sales (increased sales revenue, maintaining product ASP and successful marketing campaigns)
• Excellent presentation skills
• Ability to penetrate accounts at senior/executive level
• Highly organised to meet deadlines and follow up.
• Excellent communication skills, both verbal and written.
• Position requires regional travel within Mediterranean countries.

Leadership Skills:

• Ability to recruit, coach, and motivate sales teams or local partners.
• Strong negotiation and closing skills at C-level.
• Comfortable presenting to executives, prospects, and large audiences.

Language & Communication:

• Native or fluent in Italian (spoken and written).
• Fluent in English and Spanish (business level) to communicate with headquarters and international teams.

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

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