Job Specifications
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!
About the Role:
We are seeking a strategic and customer-focused Expansion and Renewals Sales Specialist to lead efforts in subscription conversions, customer expansion, and renewals management. This role is ideal for a sales professional who excels at building relationships, identifying growth opportunities, and guiding customers through their journey to modern On-Prem/SaaS solutions. You will manage the full lifecycle of renewals while driving expansion and conversion initiatives across your assigned accounts.
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Key Responsibilities:
· Own and manage the end-to-end renewal process, ensuring timely and successful contract extensions.
· Identify and drive subscription conversion opportunities, particularly around SolarWinds Observability offerings (SWO-Self Hosted, SWO-NICO, Flex SKU, etc.).
· Use a consultative sales approach to understand customer needs, communicate value propositions, and recommend tailored solutions.
· Generate and follow up on renewal and custom quotes, negotiate pricing, and close deals prior to expiration.
· Partner with Sales Engineers to deliver compelling product demos that address both technical and business needs.
· Identify and pursue opportunities across renewals, upsells, new business, and channel partnerships within your assigned market.
· Maintain accurate pipeline and customer activity data in Salesforce.
· Serve as a liaison with cross-functional teams to share customer feedback and improve the overall experience.
· Consistently meet or exceed monthly and quarterly sales targets.
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What We’re Looking For:
· Proven passion for sales and customer success.
· Strong communication skills—both written and verbal.
· Excellent problem-solving and negotiation abilities.
· Ability to manage multiple priorities and maintain attention to detail.
· Experience with CRM tools- Salesforce, Outreach, NetSuite, etc..
· Previous experience in subscription sales, renewals, or customer success.
· Comfortable working in a consultative, customer-centric sales environment.
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Your Impact:
As part of our Sales team, you’ll play a key role in helping existing customers explore new solutions and unlock additional value through our Observability offerings. You’ll work closely with customers, Sales Engineers, and Renewals Representatives to drive successful conversions and ensure a seamless customer experience.
· Manage a high volume of subscription renewals through calls and emails
· Build strong relationships with customers by understanding their needs and addressing any concerns impacting renewal decisions
· Present and explain renewal quotes, including creating customized pricing proposals when needed
· Communicate the value of our products and suggest appropriate growth solutions
· Track and manage your renewal pipeline, ensuring opportunities are followed up and closed before expiration
· Share insights and feedback from customers with internal teams to help improve products and customer experience
· Collaborate closely with Sales, Customer Success, and Support to ensure a smooth renewal process
· Meet or exceed individual monthly and quarterly renewal targets
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