Experience in selling software solutions, particularly cloud and IT management services.
Familiarity with established sales methodologies, like MEDDPICC or Challenger.
Demonstrated success in prospecting and uncovering opportunities with both new and existing clients.
Proven ability to manage the complete sales process independently.
A strong track record of consistently exceeding sales quotas.
Experience in consultative sales that delivers cost savings and efficiencies for clients.
Responsibilities
Manage a diverse portfolio of accounts, balancing growth from existing customers and new business.
Employ various lead generation techniques to identify and develop new opportunities.
Build trust by understanding clients' business challenges and industry trends.
Conduct thorough needs assessments to pinpoint specific client pain points and objectives.
Communicate Flexera's solutions effectively to address the unique needs of each client.
Maintain relationships with key stakeholders using effective sales methodologies.
Collaborate with internal teams to create compelling presentations and demonstrations.
Benefits
Engaging in a pivotal role within a fast-growing company.
Opportunities to work with a variety of teams including pre-sales and marketing.
Potential for personal and professional growth within the organization.
Involvement in a dynamic and innovative tech environment.
Full Job Description
As an Enterprise Account Manager, you will be responsible for selling the Flexera One platform to a curated list of enterprise accounts within a designated vertical. 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
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
About Flexera Software
Flexera Software is a software company that provides solutions for software and technology vendors. The company's products help software vendors manage and monetize their software products, while also providing insights into software usage and compliance. Flexera Software's solutions are used by a wide range of companies, from small startups to large enterprises. The company was founded in 1987 and is headquartered in Itasca, Illinois.
