Growth Enterprise Account Executive

Responsibilities

• Manage a portfolio of accounts within a defined vertical, balancing existing customer relationships and greenfield opportunities.
• Possess 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.

Qualifications & Experience

• 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.