at Flexera Software in Itasca, Illinois, United States
Job Description
locationsHome-United States
time typeFull time
posted onPosted Today
job requisition id13903
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. Withmore than 50,000 customersacross the world, we're achievingthat goal.Butwe knowwe 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 whywe're consistently recognized by Gartner, Forrester and IDCas a category leader in the marketplace. Learn more atflexera.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 30-40 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,... For full info follow application link.
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.
