Major Account Manager

Revenera • San Francisco, CA

1d

About The Position

Revenera helps product executives build better products, accelerate time to value and monetize what matters. Revenera’s leading solutions help software and technology companies drive top line revenue with modern software monetization, understand usage and compliance with software usage analytics, empower the use of open source with software composition analysis and deliver an excellent user experience—for embedded, on premises, cloud, and SaaS products. The Major Account Manager (MAM) position within Revenera is a senior sales role focused on selling the Revenera Software Monetization suite of solutions to enterprise companies in the Western region. This position will play a crucial role in our company's growth strategy by targeting and securing new logos where Revenera has no existing footprint as well as growing existing customer relationships. You will be responsible for meeting and exceeding annual quota ($1M)) 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 organization. The Product Revenera, a division of Flexera, is the leading provider of software monetization solutions that empower businesses to maximize revenue, protect intellectual property, and ensure compliance. Our comprehensive suite of tools enables organizations to effectively manage software licensing, entitlements, and delivery, as well as monetize IoT devices. Entitlement Management: Manage customer usage rights, enforce licensing terms, and streamline software delivery. Software Licensing: Implement flexible licensing models, protect against unauthorized use, and optimize revenue streams. Software Delivery and Updates: Distribute software updates efficiently, manage entitlements, and ensure customer satisfaction. IoT Monetization: Monetize connected devices, manage usage data, and optimize device lifecycle management.

Requirements

• The ideal candidate must have demonstrated an extensive track record of managing and closing multi-million-pound complex solution sales, selling to senior management level (VP/C-level), working to tight deadlines.
• You will be highly disciplined, showing successful tenure in at least one previous organization.
• Experience selling complex software solutions (ideally into ISV’s or HW Manufacturers)
• Experience utilizing a defined Sales Methodology (re: MEDDPICC, MEDDICC, 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)
• Strong reputation for exceeding sales quota
• 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
• Travel within Western region up to 30% annually

Responsibilities

• Sell Revenera’s market leading Software Monetization solutions to Software Vendors and Intelligent Device Manufacturers
• Prospect across a broad range of accounts utilizing various lead generation techniques to uncover new business opportunities and cultivate a robust pipeline
• Conduct a comprehensive needs assessment to identify pain points, challenges, and objectives
• 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 Revenera’s SaaS solutions
• 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
• Negotiate to achieve favorable pricing and contractual agreements that align with the needs and expectations of both Revenera and the client

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed