Post Date: 01/06/2020
Close Date: 02/29/2020
Jama Software provides the leading platform for requirements, risk and test management. With Jama Connect and industry-focused services, teams building complex products, systems and software improve cycle times, increase quality, reduce rework and minimize effort proving compliance. Representing the forefront of modern development, Jama’s growing customer base of more than 600 organizations includes Panasonic, Boston Scientific, Lyft, Deloitte, General Dynamics, Alight and Caterpillar.
The Account Executive leads the full sales lifecycle from prospect to close. The AE models a value-based, consultative selling approach; building rapport into multiple parts (product teams, IT, finance, etc.) and the C-level/Executive Sponsors within an organization. The AE prospects, partners with internal resources – Sales Development, Customer Success, and Marketing -- and use his/her network to gain access to key stakeholders, garnering trust to build a case for change, influencing executives to transform their business. The AE understands the complexity of problems facing enterprise level customers, leveraging ROI/TCO tools to build a strong value proposition that will result in the sale of Jama Software.
What you'll get to do:
Lead the entire sales strategy for your designated region.
Executing Jama’s broader market strategy to target the right customers, effectively prospect, qualify, develop and close new logo customers.
Balance a variety of selling techniques from phone to direct customer interaction; successfully navigating through highly complex organizations, hunting and identifying key decision makers.
Expand Jama’s footprint within an assigned set of existing customer accounts.
Consistently meets and exceeds monthly, quarterly and annual goals and quota targets.
Manage business pipeline, providing accurate weekly and monthly reports and forecasts based on Jama’s sales model and opportunity management definitions. Analyzes and interprets pipeline data, identifying trends to more accurately predict deal cycles.
Partner with cross-functional teams to ensure our customers are successful.
Capturing and tracking activity and account data in Jama’s CRM system.
Education and Experience:
Minimum of 2-4 years of experience with enterprise level sales.
Systems Engineering/ALM/PLM/RM experience preferred.
Able to work at of our corporate office in Downtown Portland, OR
In-depth knowledge of sales methodology, forecasting and pipeline management.
Experience selling into complex organizations, predominately at the CXO and Executive level.
Ability to develop a coach/champion within customer account.
Drives for results and closes deals.
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.
Strategically attacks the territory in order to unearth suitable opportunities for Jama.
Gathers & analyzes intelligence about the market, identifying trends about key prospects.
Experience selling into an organization at multiple levels (C-suite/Executive Sponsor) as well as multiple organizations (product, marketing, IT, etc.), leveraging relationships.
Drives value creation:
Excellent listener who understands and relates to highly complex customer challenges and business problems. Able to leverages examples and success stories for how Jama has solved similar challenges, leading to positive outcomes.
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.
Effectively uses their network to gain access to key stakeholders. Can build a case for change, influencing executives to transform their business.
Understands the complexity of problems facing enterprise level customers, breaking the complexity into simple and actionable components through successful implementation of Jama Software and our services.
Manages sales opportunities:
Models good sales discipline and maintains accurate opportunity records. Analyzes and interprets pipeline data, identifying trends to more accurately predict deal cycles.
Using their network and relationships, can bring key stakeholders and executives together to build rapport and close deals.
Proven ability to develop a coach/champion within customer account.
Highly effective negotiation skills and proven resilience to anticipate and plan for objections and successfully negotiate deals.
Effectively utilize internal resources to maximize territory and opportunities.
Lead customer through the sales process, building a Customer Engagement Plan that details the steps necessary to get to a successful Close.
Drives for results and closes deals:
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.
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, diverse 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 Affirmative Action/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 their relatives, friends or associates or any other characteristic protected under federal, state, or applicable law.
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