Note: The job is a remote job and is open to candidates in USA. Flexera is a pioneer in Hybrid ITAM and FinOps, providing award-winning SaaS solutions for technology value optimization. As a Regional Vice President of Sales, you will lead a high-performing team of Account Executives to drive new logo acquisition and account expansion while ensuring your team exceeds annual quotas through effective talent development and strategic account planning.
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
Skills
- 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
- 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%
Company Overview