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Major Account Manager

2 months ago

Itasca, United States Flexera Full time
locationsHome-United Statestime typeFull timeposted onPosted Todayjob requisition id14139

Flexera saves customers billions of dollars in wasted technology spend. A pioneer in Hybrid ITAM and FinOps, Flexera provides award-winning, data-oriented SaaS solutions for technology value optimization (TVO), enabling IT, finance, procurement and cloud teams to gain deep insights into cost optimization, compliance and risks for each business service. Flexera One solutions are built on a set of definitive customer, supplier and industry data, powered by our Technology Intelligence Platform, that enables organizations to visualize their Enterprise Technology Blueprint in hybrid environments-from on-premises to SaaS to containers to cloud.

We're transforming the software industry. We're Flexera. With more than 50,000 customers across the world, we're achieving that goal. But we know we can't do any of that without our team. Ready to help us re-imagine the industry during a time of substantial growth and ambitious plans? Come and see why we're consistently recognized by Gartner, Forrester and IDC as a category leader in the marketplace. Learn more at flexera.com

The Product

Flexera One simplifies your hybrid IT by providing a comprehensive view of your technology landscape, from on-premises to SaaS to the cloud. Our solutions can optimize your technology investments, reduce costs, and mitigate risks, ultimately freeing up resources for innovation. We also offer insights into software, SaaS, and cloud-product usage to facilitate vendor negotiations and renewals with companies like Microsoft and Oracle. By incorporating hybrid ITAM and FinOps disciplines, you can strategize to lower costs with service providers such as AWS, Google, Salesforce, Workday, and ServiceNow.

The Role

The Major Account Manager will sell Flexera One platform to a list of 60-70 Enterprise accounts in a given region. You will be responsible for targeting and securing new logos where Flexera has no existing footprint. Your success will directly impact the company's growth and revenue objectives.

You will be responsible for meeting and exceeding annual quota ($600k - $700k) through execution of prospecting sales strategies and accurate forecasting. You will meet/exceed revenue goals by partnering with a team of Solution Engineers, Business Development, Channel, Marketing, and other members of the Flexera organization.

Responsibilities:

  • Prospect across a broad range of accounts utilizing various lead generation techniques to uncover new business opportunities and cultivate a robust pipeline
  • Establish trust and credibility with prospective clients by demonstrating a deep understanding of their business challenges
  • Conducting a comprehensive needs assessments to identify pain points, challenges, and objectives
  • Articulate Flexera's solutions to precisely address the unique needs of each potential client, demonstrating a commitment to solving their specific challenges
  • Foster and maintain robust relationships with key stakeholders within target accounts, leveraging the principles of the MEDDPIC methodology to navigate and understand the dynamics of each account
  • Collaborate effectively with the Pre-sales team to develop and deliver impactful presentations and product demonstrations that highlight the value of Flexera's SaaS solutions
  • Work in tandem with Channel & Alliance representatives on joint opportunities, aligning efforts and strategies for maximum impact
  • Accurately forecast opportunities based upon realistic assessments and deliver against that forecast
  • Address customer objections and concerns effectively providing solutions and building trust
  • Navigate and overcome barriers related to migration, cost, security, and performance to drive successful outcomes
  • Successfully negotiate to achieve favorable pricing and contractual agreements that align with the needs and expectations of both Flexera and the client

Qualifications & Experience:

  • 6+ years of experience in selling Software solutions (Cloud, cloud cost, cloud management, ITSM, ITAM/SAM, data, security, risk management software, application resource management)
  • Experience utilizing a defined Sales Methodology (re: MEDDPICC, MEDDIC, Challenger, etc.) for business needs/business pain understanding
  • Successful in finding and uncovering opportunities with net new and existing accounts, via creative prospecting tactics and hunting activities
  • Full ownership of the end-to-end sales process (this is not an overlay role)
  • Strong reputation for exceeding sales quota

Flexera is proud to be an equal opportunity employer. Qualified applicants will be considered for open roles regardless of age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by local/national laws, policies and/or regulations.

Flexera understands the value that results from employing a diverse, equitable, and inclusive workforce. We recognize that equity necessitates acknowledging past exclusion and that inclusion requires intentional effort. Our DEI (Diversity, Equity, and Inclusion) council is the driving force behind our commitment to championing policies and practices that foster a welcoming environment for all.

We encourage candidates requiring accommodations to please let us know by emailing careers@flexera.com.


Equal Opportunity. Flexera Software agrees that it does not and will not discriminate against any employee or applicant for employment because of race, color, religion, age, sex, handicap, national origin, or sexual orientation.