Senior Renewals and Expansion Sales Specialist

Senior Renewals and Expansion Sales Specialist - APJ

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 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

We are seeking a strategic and customer-focused Expansion and Renewals Sales Specialist to lead efforts in subscription conversion, customer expansion, and renewal 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 Prim/SaaS solutions. You will manage the full lifecycle of renewals while driving expansion and conversion initiatives across your assigned accounts.

• 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.

• 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 is a plus.
• Previous experience in subscription sales, renewals, or customer success is a plus.
• Comfortable working in a consultative, customer-centric sales environment.

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.

• Drive prospecting, lead generation, and sales activities focused on existing customers, with an emphasis on SolarWinds Observability solutions (SWO-Self Hosted, SWO-NICO, Flex SKU, etc.).
• Engage directly with IT decision-makers across a range of industries and geographies.
• Use a consultative sales approach to manage both outbound engagement and warm inbound leads for Observability and related conversion opportunities.
• Collaborate with Renewals Representatives to maximize conversion opportunities near contract renewal or lapse periods.
• Partner with Sales Engineering to deliver product demonstrations that address both technical and business needs.
• Identify and pursue opportunities across renewals, upsells, new business, and channel partnerships within your assigned market.
• Provide responsive, high-quality customer support throughout the evaluation and purchase process, including quoting, channel coordination, and closing deals.
• Maintain accurate pipeline and customer activity data in Salesforce and/or NetSuite.
• Consistently meet or exceed quarterly sales targets through thoughtful planning and customer engagement.

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.

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