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Major Account Manager - APAC Region

Flexera

Flexera

Sales & Business Development
Melbourne, VIC, Australia
Posted on Thursday, November 9, 2023

We’re transforming the software industry. We’re Flexera. With more than 50,000 customers across the world, were achieving that goal. But we know we can’t do any of that without our team. Ready to help us re-imagine the industry during a time of substantial growth and ambitious plans? Come and see why we’re consistently recognized by Gartner, Forrester and IDC as a category leader in the marketplace.

Flexera delivers Technology Value Optimization solutions that enable some of the largest companies in the world to inform their IT so they can transform their IT. From on-prem to the cloud, companies can get the IT asset data needed to rightsize, reallocate spend, reduce risk and maximize ROI.

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 Major Account Manager will sell the Flexera One platform to a list of named accounts throughout the Asia Pacific region. You will be responsible for meeting and exceeding annual quota through execution of sales strategies, utilization of innovative business development techniques and accurate forecasting.

Responsibilities:

  • Prospect across a broad range of accounts to build high-quality pipeline

  • You will develop and run a sales strategy with a target account list

  • You will be responsible for building and developing account relationships through personalized contact, understanding of the customer's needs, and ability to effectively communicate the value of Flexera’s solutions

  • Lead sales campaigns and motions that build customer value and enable multi-year, multi-solution transactions

  • Accurately forecast opportunities based upon realistic assessments and consistently deliver against that forecast

  • Negotiation of pricing and contractual agreements to close the sale

  • Work with channel and alliance partners on joint opportunities

  • Development and maintenance of relationships in named accounts where applicable

Qualifications & Experience:

  • Experience in selling Software solutions (Cloud, cloud cost, cloud management, ITSM, ITAM/SAM, data, security, risk management software, application resource management)

  • Experience utilizing a defined Sales Methodology (re: MEDDPICC, MEDDIC, 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

#LI-REMOTE

#Sales

#LI-SJ1

Flexera is proud to be an equal opportunity employer. Qualified applicants will be considered for open roles regardless of age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by local/national laws, policies and/or regulations.

Flexera understands the value that results from employing a diverse, equitable, and inclusive workforce. We recognize that equity necessitates acknowledging past exclusion and that inclusion requires intentional effort. Our DEI (Diversity, Equity, and Inclusion) council is the driving force behind our commitment to championing policies and practices that foster a welcoming environment for all.