Major Account Manager, SLED

The Product 

Flexera One simplifies your hybrid IT by providing a comprehensive view of your technology landscape, from on-premises to SaaS to the cloud. Our solutions can optimize your technology investments, reduce costs, and mitigate risks, ultimately freeing up resources for innovation. We also offer insights into software, SaaS, and cloud-product usage to facilitate vendor negotiations and renewals with companies like Microsoft and Oracle. By incorporating hybrid ITAM and FinOps disciplines, you can strategize to lower costs with service providers such as AWS, Google, Salesforce, Workday, and ServiceNow. 

The Role 

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. 

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 

Qualifications & Experience: 

• 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