Job Details

Solution Architect (Sales Engineer)

Jama Software, Portland, OR

Job - Technology

Close Date: 12/21/2018

Jama Software brings innovative analytics, solutions and insights to companies creating complex products and mission-critical software systems.  With expanded product and service capabilities, the Jama Product Development Platform empowers large enterprises to accelerate development time, mitigate risk, slash complexity and verify regulatory compliance.

Representing the forefront of modern development, its rapidly growing customer base of more than 600 organizations – including SpaceX, NASA, Thales and Caterpillar – use Jama Software to streamline processes and bring complex product to market.  Through Predictive Product Development, Jama equips its customers to make the most of their revenue potential and achieve ongoing competitive advantages.

The Solutions Architect (SA) is responsible for technically supporting company products and services in an assigned territory.  The SA works closely with the Account Executives, Account Managers, SDRs, partners, consulting team, technical support, and various corporate key contributors.  At this level, the SA understands the complexity of problems facing enterprise level customers, leverages tools as well as personal credibility to build a strong value proposition that will result in the sale and ongoing adoption of Jama Software.

Provides prospective customers with expert assistance in evaluating Jama software solutions and works with Jama’s Account Executives to facilitate post-sales opportunities for upsell within existing accounts and expansion to new business units
Works with prospects and growing customers to discover and capture functional, security, process and system requirements
Credibly describes and demonstrates how our solutions satisfy their stated business challenges
Develops customer specific solution demonstrations and assists customers with growth and migration planning
Provides technical overview of our product architecture, functionality, system / data requirements, and integration with other enterprise applications
Acts as a supporting liaison to product, marketing, and engineering in communicating customer requirements
Researches competitors, stays current on the competitive landscape, works with the product marketing group to capture and document competitor’s capabilities
Delivers product, technical, and security related responses on RFPs/RFIs
Staffs and participates in regional and industry-specific Tradeshows
Assists fellow SAs and internal partners as needed in other territories and global regions

3+ years’ experience in pre-sales or solutions engineering background in enterprise SaaS sales
1+ years’ experience with Agile, Lean, Kanban, SAFe and other product engineering and delivery methodologies required
1+ years’ experience with sales methodology and pipeline management
Analytical thinker with proven verbal and written communications skills with a focus on needs analysis, positioning, business justification, and closing techniques
Must be willing to travel up to 50%
Location: Portland, OR preferred
Bachelor’s degree or equivalent experience

Experience with Requirements Engineering, Application Lifecycle Management, or Product Lifecycle Management products preferred
Analytical thinker with proven verbal and written communications skills with a focus on needs analysis, positioning, business justification, and closing techniques
Strong interpersonal skills with a positive attitude and an ability to engage with customer’s business and technical staff
Excellent listener who understands and relates to highly complex customer challenges and business problems. Leverages examples and success stories for how Jama has solved similar challenges, leading to positive outcomes.
Prior industry knowledge and the ability to adapt quickly to changing environments
Desire and ability to collaborate as part of a team

Creates opportunities
Ability to discuss and demonstrate how Jama's requirements management and product delivery solutions add value to the Enterprise
Ability to orchestrate a sales cycle which requires involvement of multiple resources
Gathers & analyzes intelligence about the market, identifying trends about key prospects
Drives value creation
Innovator who can create new solutions using out-of-the-box thinking.
Uses reference stories and industry best practices to show how Jama can improve operational results and a build a case for business transformation
Effectively leverages ROI/TCO tools to build a strong value proposition
Drives for results
Models tenacious behavior in the face of obstacles and achieves positive outcomes
Seeks to win and achieve set goals
Intelligently manages time and territory to maximize business results
Demonstrates strong negotiation and presentation skills to sell into highly complex and politically charged organizations

Benefits and Other: 

If we’ve intrigued you and you are the right candidate for the role, we will offer: 

A chance to contribute to a company developing a compelling, category defining product
Challenging and fun work with a chance to make distinct, company-shaping tangible contributions
An energized and ambitious team of people on a mission
Competitive cash and equity compensation
Comprehensive and affordable medical, dental and vision plans as well as pre-tax savings accounts and a generous 401(k) employer match 
Time-off and leave programs designed to meet critical needs for rejuvenation and, when needed, extra support to cope with life events
Flexible, creative workplace that includes a modern, open plan office with ample creative workspaces, monthly lunches and bagel days, a stocked kitchen and many ad hoc fun events that ensure we both work hard and play hard at Jama

Jama Software is an Equal Opportunity Employer. Qualified applicants will be considered without regard to race, color, religion, sex, national origin, age, veteran status, sexual orientation, gender identity, disability, genetic information or that of his/her relatives, friends or associates or any other characteristic protected under federal, state, or applicable law.



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