Growth Enterprise Account Executive

Flexera; Paris; Sur place; EUR 110 000 - 150 000; Plein temps

Résumé du poste

Flexera in Paris is seeking an Enterprise Growth Account Executive to target and secure new logos where Flexera has no footprint. You will own the full sales cycle, forecast accurately, and collaborate with Solution Engineers, Channel, Marketing, and other teams to drive revenue growth.

You will leverage MEDDPIC and Challenger-style methods to uncover opportunities, build trust, and close deals with IT leaders.

Qualifications

• Experience selling software solutions (Cloud, ITSM, ITAM/SAM, data, security)
• Experience with MEDDPICC/MEDDIC/Challenger selling
• Proven hunter with net-new and existing accounts
• Full ownership of end-to-end sales process
• Consultative sales targeting IT organizations to drive savings
• Excellent verbal communication and presentation skills
• Bachelor’s degree or equivalent

Responsabilités

• Prospect across a broad range of accounts to uncover new opportunities and build a robust pipeline
• Establish trust by understanding client business challenges
• Conduct needs assessments to identify pain points and objectives
• Articulate Flexera solutions to address client challenges
• Foster relationships with key stakeholders using MEDDPIC principles
• Collaborate with Pre-sales to deliver impactful demonstrations
• Work with Channel & Alliance on joint opportunities
• Accurately forecast opportunities and address objections effectively
• Navigate migration, cost, security, and performance barriers
• Negotiate favorable pricing and contractual terms

Connaissances

Software sales

MEDDPICC

Hunter mentality

Forecasting

Presentation skills

Formation

Bachelor's degree or equivalent

Outils

Sales CRM (Salesforce)

MS Office

Description du poste

The Enterprise Growth Account Executive will be responsible for targeting and securing new logos where Flexera has no existing footprint. Your success will directly impact the company's growth and revenue objectives. You will be responsible for meeting and exceeding annual quota through execution of prospecting sales strategies and accurate forecasting. You will meet/exceed revenue goals by partnering with a team of Solution Engineers, Business Development, Channel, Marketing, and other members of the Flexera organization.

Responsibilities:

• Prospect across a broad range of accounts utilizing various lead generation techniques to uncover new business opportunities and cultivate a robust pipeline
• Establish trust and credibility with prospective clients by demonstrating a deep understanding of their business challenges
• Conducting a comprehensive needs assessments to identify pain points, challenges, and objectives
• Articulate Flexera's solutions to precisely address the unique needs of each potential client, demonstrating a commitment to solving their specific challenges
• Foster and maintain robust relationships with key stakeholders within target accounts, leveraging the principles of the MEDDPIC methodology to navigate and understand the dynamics of each account
• Collaborate effectively with the Pre-sales team to develop and deliver impactful presentations and product demonstrations that highlight the value of Flexera’s SaaS solutions
• Work in tandem with Channel & Alliance representatives on joint opportunities, aligning efforts and strategies for maximum impact
• Accurately forecast opportunities based upon realistic assessments and deliver against that forecastAddress customer objections and concerns effectively providing solutions and building trust
• Navigate and overcome barriers related to migration, cost, security, and performance to drive successful outcomes
• Successfully negotiate to achieve favorable pricing and contractual agreements that align with the needs and expectations of both Flexera and the client

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)
• 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