The Regional Vice President, Sales oversees the business development efforts of our market-leading enterprise software solutions. Flexera’s Enterprise Solutions provide a compelling value proposition to federal government entities, especially with the introduction of new legislation that calls for the elimination of software assets that are duplicative or overlapping, and reduce the procurement of new software licenses until such time as agency needs exceed the number of existing and unused licenses.
Responsibilities:
- Meet and/or exceed quarterly and annual revenue targets by driving performance of an outside sales representatives selling into named accounts
- Provide guidance on value proposition, positioning, market strategy, and priorities for portfolio of Flexera Software solutions
- Handle all employee related issues including hiring, training, performance, etc.
- Facilitate resolution of major sales objections presented by customers to sales representatives
- Present credible experience/solutions to the key decision makers
- Advise sales representatives in arranging multiple sales cycles and sales events
- Manage contract negotiations
- Perform accurate and timely regional reporting as defined
- Coach/Mentor sales team members for professional development
- Travel will be a minimum of 50%
Sales Behavior and Sales Methodology
- Inspect sales opportunities by leading from the front with the sales team members
- Responsible for the details of individual deals to ensure quality transactions are completed on time
Forecasting and Board Reporting
- Quarterly forecasting, with monthly results and weekly status
- Enable the Flexera culture of transparency in forecasting from the customer, through sales team and up to the Senior Leadership Team
Demand Generation and Data Quality
- Ensure all reps are executing on data quality standards for opportunities, accounts and activity against named accounts in territory
- Ensure demand generation across named accounts; getting deep and wide in organization with appropriate executive sponsorship
Contracts
- Lead contract negotiations from a business perspective with help of the Flexera Contracts team
- Responsible putting obtaining internal approvals to put together legal agreements that meet with Flexera standards
Qualifications:
- Bachelor’s degree (MBA a plus)
- Minimum of 5 years of experience in managing a team of named Account Managers (responsible for selling six and seven figure enterprise deals)
- Minimum of 10 years sales of demonstrated success in the technology sales
- Strong sense of urgency with a focus on execution and results
- Consistent track record of meeting and exceeding revenue targets for a software focused company
- Global 2000 sales experience is required
- Strong business acumen and professionalism, excellent customer focus, attention to detail and outstanding communication skills in all forms
- Results driven, energetic, creative and hard working with a reputation as a person/leader who ‘gets things done’
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