Major Account Manager, Flexera
State, Local and Education
IT management solutions
Open for applications
IT management solutions
1001+ employees
Open for applications
1001+ employees
Company mission
To help IT executives turn insight into action.
Role
Who you are
- 8+ years of experience in selling Enterprise Software solutions to State, Local and Higher Education accounts
- Experience developing relationship with Public Sector Partners and System Integrators
- Experience utilizing a defined Sales Methodology (re: MEDDPICC, MEDDICC, 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
What the job involves
- The State, Local and Education (SLED) Account Manager will sell the Flexera One platform to a regional set public sector accounts in the US
- This position will play a crucial role in our company's growth strategy by targeting and securing new and expanding public sector accounts 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
- 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
Our take
Flexera is an IT solutions company for businesses looking to maximize the potential of their technology investments. Spun out of legacy company InstallShield dating back to 1987 and its leading software product Flexnet Manager, Flexera offers a range of solutions including IT asset management, IT visibility, and cloud migration.
It’s the latter that in the present day seems to be the most popular product from not only Flexera, but competitors too. Flexera was cited in the summer 2022 by Information Services Group as a global leader in hyperconverge infrastructure solutions (HCI) systems, that uses cloud computing as a basis for its build.
The company has been a shapeshifting entity on the market for decades now, with a flexible range of services that in 2023 include the Flexera One FinOps, a solution for the strengthening of cloud central teams. Flexera also saw a buyout by private equity firm Thoma Bravo to the sum of $2.9 billion in 2020. The large company boasts 50,000 customers worldwide and offices in Asia Pacific and Northern Europe, having acquired a healthy rostrum of IT companies over the years.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
Few candidates hear
back within 2 weeks
Company
Funding (last 2 of 5 rounds)
Feb 2013
$15.6m
SERIES D
Sep 2010
$25m
SERIES C
Total funding: $62.1m
Company benefits
- Health and mental wellness
- Competitive time off and new-parent support
- Retirement and employee investment program
- Student loan debt relief and tuition reimbursement
- Be part of the diversity council, have fun and give back
Company values
- Candor - Flexera is direct and open, holding each other accountable.
- Keep Score - Flexera measures its successes, learns from its failures and is accountable.
- Passion - Flexera inspires with its curiosity, love of learning, relentless focus and integrity.
- Celebrate Success - Flexera recognizes people who do extraordinary things.
- Professionalism - Flexera strives to improve, add skills and hold itself to the highest ethics.
- Give Back - Flexera seeks to have a charitable impact at the local, regional and national levels.
Company HQ
Addison Township, Itasca, IL
Articles
Leadership
Jim Ryan
(CEO)Currently Co-Founder of the Do Great Things Initiative and Operating Advisor at Thoma Bravo.
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