Regional Vice President, Sales

Responsibilities

• Lead, coach, and develop a team of Account Executives managing portfolios of enterprise accounts within a defined vertical, balancing existing customer relationships and greenfield opportunities.
• Drive effective prospecting across a broad range of accounts, ensuring your team builds robust pipelines through creative lead generation techniques.
• Establish trust and credibility with prospective and existing clients by ensuring your team demonstrates a deep understanding of their business challenges and industry trends.
• Oversee comprehensive needs assessments to identify pain points, challenges, and objectives for both new and existing accounts.
• Ensure your team articulates 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, guiding your team in leveraging MEDDPICC 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 at the team level.
• Address customer objections and concerns, providing solutions and building trust.
• Guide your team in navigating and overcoming barriers related to migration, cost, security, and performance to drive successful outcomes.
• Lead and support contract negotiations, ensuring favorable pricing and contractual agreements that align with Flexera and client expectations.
• Promote a culture of collaboration, accountability, and continuous improvement within your team and across Flexera.

Qualifications & Experience

• Experience selling software solutions (cloud, cloud cost, cloud management, ITSM, ITAM/SAM, data, security, risk management, application resource management).
• 3+ years of experience building and leading sales teams; proven ability to hire, develop, and retain top talent.
• 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.
• Demonstrated ownership of the end-to-end sales process at the team level.
• Strong reputation for exceeding sales quotas, both personally and as a leader.
• Consultative sales experience targeting relevant companies/businesses to drive cost savings and efficiencies throughout their IT organization.
• Excellent leadership, communication, and influencing skills; ability to build strong business partnerships both outside and within the organization.
• Skilled at business planning, measuring and communicating progress, identifying roadblocks, and implementing solutions.
• Hightly professional persona and polished demeanor; effective at delivering executive-level presentations.
• Results-driven, energetic, creative, and hard-working with a reputation as a leader who 'gets things done.'
• Success adapting in fast-growing and changing environments.
• Willingness to travel up to 40%.