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Major Account Manager

2 months ago

Itasca, United States Flexera Full time
locationsHome-United Statestime typeFull timeposted onPosted Todayjob requisition id14340

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

Revenera empowers software and IoT businesses to maximize revenue, protect intellectual property, and ensure compliance. Our comprehensive suite of solutions includes:

  • Entitlement Management: Manage customer usage rights, enforce licensing terms, and streamline software delivery.
  • Software Licensing: Implement flexible licensing models, protect against unauthorized use, and optimize revenue streams.
  • Software Delivery and Updates: Distribute software updates efficiently, manage entitlements, and ensure customer satisfaction.
  • IoT Monetization: Monetize connected devices, manage usage data, and optimize device lifecycle management.

With Revenera, you can drive revenue growth, enhance customer experiences, and gain valuable insights into your business operations.

The Role

The Major Account Manager will sell the Revenera platform to a list of named accounts in a given region. You will meet/exceed assigned revenue goals by working with a team of Solution Engineers, Business Development, Channel, Marketing, and other members of the Revenera organization.

This individual will manage a set of accounts (30-40) in an assigned region. You will be responsible for meeting and exceeding annual quota through execution of sales strategies, utilization of innovative business development techniques and accurate forecasting.

Responsibilities:

  • Prospect across a broad range of accounts to build high-quality pipeline
  • Sell Revenera's market leading Software Monetization solutions to Software Vendors and Intelligent Device Manufacturers
  • You will develop and run a sales strategy with a target account list
  • You will be responsible for building and developing account relationships through personalized contact, understanding of the customer's needs, and ability to effectively communicate the value of Revenera's solutions
  • Lead sales campaigns and motions that build customer value and enable multi-year, multi-solution transactions
  • Accurately forecast opportunities based upon realistic assessments and consistently deliver against that forecast
  • Negotiation of pricing and contractual agreements to close the sale
  • Work with channel and alliance partners on joint opportunities
  • Development and maintenance of relationships in named accounts where applicable

Qualifications & Experience:

  • 7+ 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
  • Consultative sales experience targeting relevant companies/businesses to drive cost savings and efficiencies throughout their IT organization
  • Highly motivated and professional, with excellent verbal communication, presentation, and social skills
  • Bachelor's degree preferred or equivalent experience

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.