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 to a list of 20 - 25 Enterprise accounts in the Western region. This position focuses on cultivating and strengthening existing customer relationships. This role will be responsible for hitting/exceeding an annual quota ($900k - $1.2M) through effective sales strategies such as upselling and cross-selling, alongside precise forecasting.
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
- Articulate Flexera's solutions to precisely address the unique needs of each potential client
- Partner 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 & Experience:
- 7+ years of experience 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
- 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.
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