Enterprise Account Executive
Flexera
full-time
Posted on:
Location Type: Remote
Location: United States
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About the role
- Manage a portfolio of accounts within a defined vertical, balancing existing customer relationships and greenfield opportunities.
- Prospect across a broad range of accounts using various lead generation techniques to uncover new business and build a robust pipeline.
- Establish trust and credibility with prospective and existing clients by demonstrating a deep understanding of their business challenges and industry trends.
- Conduct comprehensive needs assessments to identify pain points, challenges, and objectives for both new and existing accounts.
- Articulate 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, leveraging MEDDPIC 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.
- Address customer objections and concerns, providing solutions and building trust.
- Navigate and overcome barriers related to migration, cost, security, and performance to drive successful outcomes.
- Negotiate favorable pricing and contractual agreements that align with Flexera and client expectations.
Requirements
- 6+ years of experience selling software solutions (cloud, cloud cost, cloud management, ITSM, ITAM/SAM, data, security, risk management, application resource management)
- 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.
- Full ownership of the end-to-end sales process (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.
Benefits
- Flexibility for remote work
- Professional development opportunities
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
sales methodologyMEDDPICChallengerlead generationprospectingsales forecastingcontract negotiationconsultative salescloud managementITSM
Soft Skills
relationship managementtrust buildingcommunicationcollaborationproblem solvingnegotiationcredibilityadaptabilitycustomer objection handlingpresentation skills