flexera - Major Account Manager (3-5 yrs)
Flexera Software
posted 1d ago
Flexible timing
Key skills for the job
The Product:
- Flexera One FinOps solutions enable you to excel across the three phases of FinOps-inform, optimize, and operate-to control growing cloud costs.
- FinOps practices must also address the impacts of software licensing and marketplace purchases to calculate the total cost of ownership (TCO) for the cloud.
- Flexera One is a unified platform for FinOps, ITAM, and SaaS that breaks down silos and facilitates cross-team collaboration, providing insights and optimization opportunities that maximize ROI from your cloud spend.
The Role:
- The Major Account Manager will sell the Flexera One platform to a list of Enterprise accounts in a given region.
- This role will additionally work with our SPOT finops products providing automation and cost savings to customers and partners.
- This position will play a crucial role in our company's growth strategy by targeting and securing new logos where Flexera has no existing footprint as well as maintaining and nurturing existing customer relationships.
- You will be responsible for meeting and exceeding annual quota 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, MSP & 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:
- Experience in selling complex Software solutions (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.
Functional Areas: Sales
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