Major Account Manager - West New Logo

$600,000 - $700,000/Yr

Flexera - Phoenix, AZ

Full-time - Mid Level

Phoenix, AZ

251-500 employees

Utilities

About the position

The Major Account Manager at Flexera is responsible for selling the Flexera One platform to a targeted list of 60-70 Enterprise accounts within a designated region. This role focuses on acquiring new clients where Flexera currently has no presence, directly contributing to the company's growth and revenue goals. The position requires a strategic approach to prospecting, relationship building, and effective collaboration with internal teams to meet and exceed an annual sales quota of $600k - $700k.

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
• Conduct comprehensive needs assessments to identify pain points, challenges, and objectives
• Articulate Flexera's solutions to address the unique needs of each potential client
• Foster and maintain robust relationships with key stakeholders within target accounts using the MEDDPIC methodology
• Collaborate effectively with the Pre-sales team to develop and deliver impactful presentations and product demonstrations
• Work in tandem with Channel & Alliance representatives on joint opportunities
• Accurately forecast opportunities based on realistic assessments and deliver against that forecast
• Address customer objections and concerns effectively
• Navigate and overcome barriers related to migration, cost, security, and performance
• Successfully negotiate to achieve favorable pricing and contractual agreements

Requirements

• 6+ years of experience in selling Software solutions (Cloud, cloud cost, cloud management, ITSM, ITAM/SAM, data, security, risk management software, application resource management)
• Experience utilizing a defined Sales Methodology (e.g., MEDDPICC, MEDDIC, Challenger)
• Proven success in finding and uncovering opportunities with net new and existing accounts
• Full ownership of the end-to-end sales process
• Strong reputation for exceeding sales quota