As a
Regional Vice President, Sales, you will be responsible for hiring, developing, and leading a high-performing team of Account Executives, all dedicated to selling the Flexera One platform within a designated industry vertical. You will play a pivotal role in Flexera's growth strategy by driving new logo acquisition and account expansion, nurturing and expanding relationships with existing customers, and ensuring your team consistently exceeds annual quotas.
You will be accountable for your team's performance through effective talent development, strategic account planning, and accurate forecasting. Success in this role will be achieved by fostering a collaborative environment, partnering closely with Solution Engineers, Business Development, Channel, Marketing, and other Flexera teams, and ensuring your team leverages best-in-class sales methodologies.
Responsibilities- Lead, coach, and develop a team of Account Executives managing portfolios of enterprise accounts within a defined vertical, balancing existing customer relationships and greenfield opportunities.
- Drive effective prospecting across a broad range of accounts, ensuring your team builds robust pipelines through creative lead generation techniques.
- Establish trust and credibility with prospective and existing clients by ensuring your team demonstrates a deep understanding of their business challenges and industry trends.
- Oversee comprehensive needs assessments to identify pain points, challenges, and objectives for both new and existing accounts.
- Ensure your team articulates 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, guiding your team in leveraging MEDDPICC 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 at the team level.
- Address customer objections and concerns, providing solutions and building trust.
- Guide your team in navigating and overcoming barriers related to migration, cost, security, and performance to drive successful outcomes.
- Lead and support contract negotiations, ensuring favorable pricing and contractual agreements that align with Flexera and client expectations.
- Promote a culture of collaboration, accountability, and continuous improvement within your team and across Flexera.
Qualifications & Experience- Experience selling software solutions (cloud, cloud cost, cloud management, ITSM, ITAM/SAM, data, security, risk management, application resource management).
- 3+ years of experience building and leading sales teams; proven ability to hire, develop, and retain top talent.
- 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.
- Demonstrated ownership of the end-to-end sales process at the team level.
- Strong reputation for exceeding sales quotas, both personally and as a leader.
- Consultative sales experience targeting relevant companies/businesses to drive cost savings and efficiencies throughout their IT organization.
- Excellent leadership, communication, and influencing skills; ability to build strong business partnerships both outside and within the organization.
- Skilled at business planning, measuring and communicating progress, identifying roadblocks, and implementing solutions.
- Highly professional persona and polished demeanor; effective at delivering executive-level presentations.
- Results-driven, energetic, creative, and hard-working with a reputation as a leader who 'gets things done'.
- Success adapting in fast-growing and changing environments.
- Willingness to travel up to 40%
