flexera - Major Account Manager (3-5 yrs)

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.