企业客户经理（北美）
Enterprise Account Manager (NAM)
Flexera 帮助客户节省数十亿美元的浪费性技术支出。作为 Hybrid ITAM 和 FinOps 领域的先驱，Flexera 提供获奖的、以数据为核心的 SaaS 解决方案，用于技术价值优化（TVO），使 IT、财务、采购和云团队能够深入了解每个业务服务的成本优化、合规性和风险。Flexera One 解决方案建立在一组权威的客户、供应商和行业数据基础上，由我们的 Technology Intelligence 平台驱动，使组织能够在混合环境中可视化其 Enterprise Technology Blueprint™——从本地到 SaaS 到容器再到云。
我们正在改变软件行业。我们是 Flexera。在全球拥有超过 50,000 家客户，我们正在实现这一目标。但我们知道，没有团队的支持，这一切都无法实现。准备好在增长迅速和计划雄心勃勃的时期帮助我们重新构想行业吗？来看看为什么我们一直被 Gartner、Forrester 和 IDC 认为是市场上的品类领导者。了解更多请访问 flexera.com
作为企业客户经理，您将负责向指定垂直领域的精选企业客户销售 Flexera One 平台。您将在 Flexera 的增长战略中发挥关键作用，通过培养和扩展与现有客户的合作关系，同时针对并获取新的客户。
您将通过有效的潜在客户开发、战略客户规划和准确的预测来实现并超越年度配额。此职位的成功将通过与解决方案工程师、业务发展、渠道、市场和 Flexera 其他团队成员紧密合作来实现。
职责：
- 管理一个特定垂直领域的客户组合，平衡现有客户关系和新客户机会
- 使用各种线索生成技术，对广泛的客户进行潜在客户开发，发现新业务并建立强大的销售管道
- 通过展示对客户业务挑战和行业趋势的深入理解，建立与潜在和现有客户的信任和可信度
- 进行全面的需求评估，识别新旧客户的痛点、挑战和目标
- 清晰地阐述 Flexera 的解决方案，以满足每位客户的独特需求，展示解决他们具体问题的承诺
- 培养并维护与关键决策者的关系
查看英文原文
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. Withmore than 50,000 customersacross the world, we’re achievingthat goal.Butwe knowwe 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 whywe’re consistently recognized by Gartner, Forrester and IDCas a category leader in the marketplace.Learn more atflexera.com
As an Enterprise Account Manager, you will be responsible for selling the Flexera One platform to a curated list of enterprise accounts within a designated vertical. You will play a pivotal role in Flexera’s growth strategy by nurturing and expanding relationships with existing customers, while also targeting and securing new logos.
You will be accountable for meeting and exceeding your annual quota through effective prospecting, strategic account planning, and accurate forecasting. Success in this role will be achieved by collaborating closely with Solution Engineers, Business Development, Channel, Marketing, and other Flexera team members.
Responsibilities:
- Manage a portfolio of accounts within a defined vertical, balancing existing customer relationships and greenfield opportunities
- Prospect across a broad range of accounts using various lead generation techniques to uncover new business and build a robust pipeline
- Establish trust and credibility with prospective and existing clients by demonstrating a deep understanding of their business challenges and industry trends
- Conduct comprehensive needs assessments to identify pain points, challenges, and objectives for both new and existing accounts
- Articulate 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, leveraging MEDDPIC 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.
- Address customer objections and concerns, providing solutions and building trust
- Navigate and overcome barriers related to migration, cost, security, and performance to drive successful outcomes
- Negotiate favorable pricing and contractual agreements that align with Flexera and client expectations
Qualifications & Experience:
- Experience selling software solutions (cloud, cloud cost, cloud management, ITSM, ITAM/SAM, data, security, risk management, application resource management)
- 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.
- Full ownership of the end-to-end sales process (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
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 .
Originally posted on Himalayas