Major Account Manager, West

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

Ideal for organizations with highly complex hybrid environments, Flexera One is a SaaS-based IT management solution that visualizes your entire IT estate, from on-premises to SaaS to the cloud, so you can make game-changing IT decisions—all from a single user interface.

Solutions that provide a system of IT insight:

• IT Asset Management - transforms technology data into actionable intelligence, empowering IT to effectively manage, govern and optimize their hybrid IT estate. With the right asset data, you can discover software and hardware, reduce risk and spend through optimization and control shadow IT.
• Cloud Migration and Modernization - having full visibility into applications across the IT landscape and their interdependencies provides the needed foundation to make sound cloud transformation decisions and operate cloud at scale.
• Cloud Cost Optimization (FinOps) - get a comprehensive set of cloud cost optimization capabilities designed to implement FinOps processes across your entire cloud environment. Flexera's CCO works with all cloud service providers, including Azure, Google Cloud, AWS, and less common/region specific providers.
• IT Visibility - Consolidate, normalize and contextualize IT data for strategic use. Improve ITSM and ITFM with information from our Technopedia catalog and identification—the only curated source that helps fix CMDB data quality issues. Feed IT business systems with holistic IT data that links business services with resources, cost, usage and risk.

The Role

The Major Account Manager will sell the Flexera portfolio to a list of named accounts in a given region. You will meet/exceed assigned revenue goals by working with a team of Solution Engineers, Business Development, Channel, Marketing, and other members of the Flexera organization.

This individual will manage named accounts (30-35) in an assigned region. You will be responsible for meeting and exceeding annual quota (~ $1M) through execution of sales strategies, utilization of innovative business development techniques and accurate forecasting.

Responsibilities:

• Prospect across a broad range of accounts to build high-quality pipeline
• You will develop and run a sales strategy with a target account list
• You will be responsible for building and developing account relationships through personalized contact, understanding of the customer's needs, and ability to effectively communicate the value of Flexera’s solutions
• Lead sales campaigns and motions that build customer value and enable multi-year, multi-solution transactions
• Accurately forecast opportunities based upon realistic assessments and consistently deliver against that forecast
• Negotiation of pricing and contractual agreements to close the sale
• Work with channel and alliance partners on joint opportunities
• Development and maintenance of relationships in named accounts where applicable

Qualifications & Experience:

• 7+ years of experience in selling Software solutions (preferably cloud, 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 organ