Major Account Manager (New Logo)

The Product

Flexera One offers a comprehensive approach to FinOps, including the full framework, lifecycle and scopes. This includes identifying savings opportunities, implementing optimizations, and automating processes across the hybrid estate.

The Role

The Major Account Manager 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 & 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
• Bachelor’s degree preferred or equivalent experience