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Regional Vice President, Sales

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POST DATE 8/27/2016
END DATE 10/12/2016

Flexera Software Itasca, IL

Company
Flexera Software
Job Classification
Full Time
Company Ref #
9198
AJE Ref #
575992296
Location
Itasca, IL
Experience
Mid-Career (2 - 15 years)
Job Type
Regular
Education
Bachelors Degree

JOB DESCRIPTION

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More information about this job:

CORPORATE PROFILE:

Flexera Software helps application producers and enterprises increase application usage and the value they derive from their software. Our next-generation software licensing, compliance and installation solutions are essential to ensure continuous licensing compliance, optimized software investments and to future-proof businesses against the risks and costs of constantly changing technology. Over 80,000 customers turn to Flexera Software as a trusted and neutral source for the knowledge and expertise we have gained as the marketplace leader for over 25 years and for the automation and intelligence designed into our products.

POSITION OVERVIEW:

The Regional Vice President, Sales will oversee initiatives, and activities that support and direct the selling and profitable growth of Flexera s Software Monetization Solutions, sold to application software providers to assist them in monetizing and protecting software revenues, monetize the Internet of Things, manage software entitlements, electronically deliver and update software, and develop software installers (brands include InstallShield, FlexNet Licensing, FlexNet Operations and FlexNet Connect). The RVP will oversee a team of Major Account Managers in managing all processes for sales related operations, including reviewing major account plans, monitoring and managing the sales pipeline, tracking progress against plans, accurately forecasting revenue and expenses, developing annual and quarterly sales plans, and establishing sales compensation plans and policies.



Responsibilities:

* Lead a team of Major Account Managers (6-8 sales reps) in selling Software Entitlement & Compliance Management Solutions to leading software publishers and high-tech device manufacturers

* Meet and/or exceed quarterly and annual revenue targets by driving performance

* Provide effective leadership that will reinforce all aspects of the sales process, including: lead generation, proposal development, oral presentations, and contract negotiation for rapidly evolving product offerings

* Develop revenue planning and forecasting, territory planning, pipeline management, account development, and sales compensation systems and processes

* Provide guidance on value proposition, positioning, market strategy, and priorities for portfolio of Flexera solutions

* Clearly articulate the organization s mission and goals, motivating people to achieve those goals and be enthusiastically accepted as a leader

* Handle all employee related issues including hiring, training, performance, etc. of the sales professionals reporting to him/her

* Facilitate resolution of major sales objections presented by customers to sales representatives

* Present credible experience/solutions to the key decision makers

* Assist with contract negotiations

* Perform accurate and timely regional reporting as defined

* Manage and maintain direct and senior level customer relationships

* Provide guidance on value proposition, positioning, market strategy, and priorities for portfolio of Flexera solutions (products & services)

* Direct responsibility for hiring, training, and performance management of direct reports

* Facilitate resolution of major sales objections presented by customers to sales representatives

* Coach/Mentor sales team members for professional development

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

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

RESPONSIBILITIES / QUALIFICATIONS:

* 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

* Bachelors degree

* Minimum of five (5) years of experience in managing a team of Major Account Managers, responsible for selling six and seven figure 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

* Ability to travel a minimum of 50%

Flexera Software is an equal opportunity employer. Applicants are considered for all positions without regard to race, color, creed, citizenship status, religion, sex, sexual orientation, national origin, ancestry, age, disability, medical condition, genetic information, marital status or status as a Vietnam-era or other veteran or any other legally protected class.