Major Account Manager, SLED at Flexera

**Who this is for** This position is for an experienced sales hunter focused on the State, Local, and Higher Education (SLED) market, responsible for driving th

Work type: remote

Location: Home-United States

Type: Full-time

Summary

**Who this is for** This position is for an experienced sales hunter focused on the State, Local, and Higher Education (SLED) market, responsible for driving the full-cycle adoption of Flexera’s platform across the public sector. **Key highlights** You will manage the end-to-end sales process for a dedicated territory, leveraging the MEDDPICC methodology to identify new business opportunities, manage complex contract negotiations, and cultivate strategic relationships with stakeholders and system integrators. **You might be a good fit if you...** - Bring 6+ years of proven success selling enterprise software solutions specifically within the SLED market. - Demonstrate a strong track record of hunting for net-new business while successfully managing existing account growth. - Have a deep understanding of public sector procurement cycles and the ability to navigate complex organizational structures. - Are adept at coordinating with cross-functional internal teams and external channel partners to exceed annual revenue targets.

Job Description

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 Enterprise Account Executive will sell the Flexera One platform and other Flexera core on-prem solutions to a set of State, Local and Higher Education 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. 

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 

• 6+ 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

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