Major Account Manager

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

As a Major Account Manager, you will be responsible for selling the Flexera One platform to a curated list of enterprise accounts within a designated vertical (e.g., Hi Tech, Trade and Transport, Insurance, Healthcare). You will play a pivotal role in Flexera’s growth strategy by nurturing and expanding relationships with existing customers, while also targeting and securing new logos.

You will be accountable for meeting and exceeding your annual quota through effective prospecting, strategic account planning, and accurate forecasting. Success in this role will be achieved by collaborating closely with Solution Engineers, Business Development, Channel, Marketing, and other Flexera team members.

Responsibilities

• Manage a portfolio of accounts within a defined vertical, balancing existing customer relationships and greenfield opportunities.

• Prospect across a broad range of accounts using various lead generation techniques to uncover new business and build a robust pipeline.

• Establish trust and credibility with prospective and existing clients by demonstrating a deep understanding of their business challenges and industry trends.

• Conduct comprehensive needs assessments to identify pain points, challenges, and objectives for both new and existing accounts.

• Articulate Flexera’s solutions to address the unique needs of each client, demonstrating a commitment to solving their specific challenges.

• Foster and maintain strong relationships with key stakeholders, leveraging MEDDPIC or similar sales methodologies to navigate account dynamics.

• Collaborate with Pre-sales, Channel, and Alliance teams to develop and deliver impactful presentations and product demonstrations.

• Accurately forecast opportunities and deliver against sales targets.

• Address customer objections and concerns, providing solutions and building trust.

• Navigate and overcome barriers related to migration, cost, security, and performance to drive successful outcomes.

• Negotiate favorable pricing and contractual agreements that align with Flexera and client expectations.

Qualifications & Experience

• 6+ years of experience selling software solutions (cloud, cloud cost, cloud management, ITSM, ITAM/SAM, data, security, risk management, application resource management).

• Experience utilizing a defined sales methodology (e.g., MEDDPICC, Challenger) for business needs and pain understanding.

• Proven success in uncovering opportunities with both net new and existing accounts through creative prospecting and hunting activities.

• Full ownership of the end-to-end sales process (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.