Post Date: 09/16/2019
Close Date: 10/31/2019
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 SpaceX, Boston Scientific, Lyft, Deloitte, Alight, Samsung and Caterpillar.
The Account Manager ensures our customers realize ongoing value from their investment in Jama. The Account Manager is responsible for a portfolio of customers and is an individual contributor member of the Account Management team. The Account Manager will execute all phases of the customer relationship lifecycle, delivering market leading subscription renewal rates. The Account Manager is also responsible for ongoing growth and use of Jama, and for turning customers into Jama advocates.
The Account Management team is motivated by long-term partnerships and helping customers maximize the business value received from Jama solutions. Our pro-active and strategic approach to account management enables long-term customer relationships.
Pro-active ownership of the lifetime customer relationship
Work with customers to establish KPIs for success, establish and execute business reviews, and manage engagement to achieve desired outcome against documented account plans; Engage regularly with customers via strategic and operational reviews to evaluate their needs, progress, and strategic direction
Ability to discover and document the organizational structure of customer organizations and align at different levels that include: End User, Project Leader, Executive Sponsor, Contracting/Procurement and Partners
Manages a portfolio of clients, developing strategic account plans for each customer and uncover areas for growth
Identifies adoption and renewal risks and collaborates with internal teams to remediate and ensure a successful renewal
Ensures any account issues are resolved quickly, utilizing resources from across Jama as needed; Prioritizes and drives resolution on account escalations
Delivers industry leading renewal rates and commensurate growth revenue.
Reduces churn for customers in our target markets.
Develops reference customers and drive customer advocacy.
Works to identify, develop, and, close growth opportunities.
Maintains accurate information in the Customer Relationship Management (CRM) system (Salesforce)
Maintains an understanding of our product and its roadmap, and help customers understand how the solution addresses their specific business needs. Presents the Jama value proposition to audiences ranging from senior executives to technical stakeholders; Educates customers on the value they can derive from Jama
Develops a complete understanding of the competitive landscape
Prepares financial reports for forecasting renewal and growth performance
Helps manage customer expectations
Works collaboratively with other team members (AEs, SAs, Customer Care, Services, Product, Leadership)
Works closely with finance and legal teams to ensure all contracts are accurate and adhere to Jama policies
Inform Account Management playbook and identify retention and growth best practices that can be fed back into online customer success practices
4-7 years experience in an account management and/or sales role, with ownership and accountability for a revenue and/or bookings number, preferably in a SaaS business environment.
Bachelor degree or equivalent work experience
Ability to travel 10%
Proven track record of successfully managing customer relationships at all levels in an organization to deliver results
Proven track record of meeting renewal goals and reducing customer churn.
Expert level business analysis and business case (TCO/ROI) construction.
Analytical thinker with proven verbal and written communications skills including group presentation abilities – both in person and remote.
Strong interpersonal skills with a positive attitude and an ability to engage with customer’s business and technical staff.
Strong verbal and written communications skills with a focus on needs analysis, positioning, business justification, and closing techniques.
General familiarity with system level products in enterprise accounts.
Experience with Requirements Management, Application Lifecycle Management, or Product Lifecycle Management products is preferred.
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 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 his/her relatives, friends or associates or any other characteristic protected under federal, state, or applicable law.