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Major Account Manager

4 months ago

Itasca, United States Flexera Full time

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 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 to a list of Enterprise accounts in a given region. This position will play a crucial role in our company's growth strategy by maintaining and nurturing existing customer relationships.


You will be responsible for meeting and exceeding annual quota ($900k - $1.2M) through execution of sales strategies (upsell, cross-sell, conversions) 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 to discover expansion opportunities and develop a robust pipeline
  • Cultivate and strengthen relationships with existing customers to become a trusted advisor
  • Understand their business goals, challenges, and unique needs to identify opportunities to upsell additional licenses, cross-sell complimentary products, and convert on-premises customers to our SaaS offerings
  • Flexera's solutions to precisely address the unique needs of each potential client
  • with Pre-sales team to develop tailored presentations and product demonstrations that highlight the value of expanding their use of our 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:

  • Considering applications in central time zones
  • Eperience in selling Software solutions (preferably cloud cost/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
  • 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
  • Travel up to 30% within region