Role Overview

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

Requirements

3+ years of 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
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
Highly 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%

Tech Stack

Cloud
ITSM

Benefits

Health insurance
401(k) matching
Flexible work arrangements
Professional development opportunities
Paid time off

Vice President, Value Enablement and Optimization

Key skills

About this role