Enterprise Account Executive, Federal

Flexera; Northern (KY); Hybrid; USD 120,000 - 170,000; Full time

Job summary

Flexera, the world’s leading Technology Intelligence platform, seeks a Federal Major Account Manager to sell the Flexera platform within US federal agency accounts.

You will meet or exceed annual quota by executing prospecting strategies and partnering with Solution Engineers, Channel, Marketing, and other Flexera teams, building and nurturing strategic relationships across target accounts.

Qualifications

• 8+ years selling Enterprise Software to US Federal government accounts.
• Experience using a defined Sales Methodology for needs discovery.
• Proven ability to uncover opportunities with new and existing accounts.
• Full ownership of end-to-end sales processes, not an overlay role.
• Strong track record of exceeding quotas in Federal markets.

Responsibilities

• Prospect across a broad range of Federal accounts and build a robust pipeline.
• Demonstrate deep understanding of customers' business challenges.
• Conduct needs assessments to identify pain points and objectives.
• Articulate Flexera solutions to address client needs and challenges.
• Collaborate with Pre-sales, Channel, and inside sales teams on opportunities.
• Accurately forecast opportunities and deliver against forecast.
• Navigate migration, cost, security, and performance barriers to success.

Skills

Enterprise software sales

Federal sales

quo­ta setting & forecasting

prospecting and hunting

relationship building

Education

Bachelor’s degree or equivalent

Job description

Flexera saves customers billions of dollars in wasted technology spend. A pioneer in Hybrid ITAM and FinOps, Flexera provides award-winning, data-oriented SaaS solutions for technology value optimization (TVO), enabling IT, finance, procurement and cloud teams to gain deep insights into cost optimization, compliance and risks for each business service. Flexera One solutions are built on a set of definitive customer, supplier and industry data, powered by our Technology Intelligence Platform, that enables organizations to visualize their Enterprise Technology Blueprint™ in hybrid environments—from on-premises to SaaS to containers to cloud. We’re transforming the software industry. We’re Flexera. With more than 50,000 customers across the world, we’re 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. Learn more at flexera.com

The Product

Flexera, the world’s leading Technology Intelligence platform, 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, mitigate risks, and increase efficiency ultimately accelerating productivity and freeing up resources for innovation. We also offer insights into software, SaaS, and cloud-product usage to facilitate vendor negotiations and renewals with companies such as Microsoft, Oracle, ServiceNow, Broadcom, Adobe, and Salesforce. By incorporating hybrid ITAM and FinOps disciplines, you can strategize to lower costs with cloud service providers such as AWS, Google, Microsoft, and Oracle.

The Role

The Federal Major Account Manager role will sell the Flexera platform within the Federal Agency accounts in the US. This position will play a crucial role in our company's growth strategy by targeting and securing new and expanding public sector accounts where Flexera has no existing footprint as well as maintaining and nurturing existing customer relationships. 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
• Conduct a comprehensive needs assessment to identify pain points, challenges, and objectives with prospective clients
• 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
• Collaborate effectively with the Pre-sales team to develop and deliver impactful presentations and product demonstrations that highlight the value of Flexera’s solutions
• Work in tandem with Channel & Alliance representatives as well as dedicated inside Sales Development Representatives on joint opportunities, aligning efforts and strategies for maximum impact
• Accurately forecast opportunities based upon realistic assessments and deliver against that forecast
• Address 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

• 8+ years of experience in selling Enterprise Software solutions to US Federal government accounts
• Experience utilizing a defined Sales Methodology 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 within the Federal market
• 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

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.

We encourage candidates requiring accommodations to please let us know by emailing [e-mail].

How We Roll - Our Culture is built on these Core Values

• Candor Tell it like it is — solve problems by dealing with them head on
• Passion What we do may not be for everyone, but we devour it and love making our customers successful
• Professionalism and Ethics Anyone can just 'have a job' — we look for people that strive to “go pro”
• Keep Score Accountability and transparency are vitally important
• Celebrate Success Life is short and we work hard to keep our company operating at a high level
• Give Back We expect to give back to the communities in which we do business