[Hiring] Senior Account Executive @Jama Software

Role Description

The Senior Account Executive is an essential member of the go-to-market team and is responsible for leading the full sales lifecycle from prospect to close. The Senior Account Executive models a value-based, consultative selling approach; establishing trust in multiple parts (product teams, IT, finance, etc.) and the C-level/Executive Sponsors within an organization.

Furthermore, the Senior Account Executive:

• Prospects and partners with internal resources – Sales Development, Customer Success, and Marketing to connect with key partners to help drive new outbound business opportunities.
• Contributes to our growth as a company.
• Measures success in revenue and the ability to take a strategic and creative approach to business development.

What You'll Do:

• Raise awareness and generate interest for Jama Connect through targeted emails, video recordings, cold calling, and social outreach to prospective customers.
• Own the message and properly position the value of Jama Connect to prospective customers on an individual basis.
• Manage new business and expansion accounts, and identify top individual prospects for targeted outbound efforts.
• Maintain a consistently high level of outbound effort in a remote-first environment.
• Gather & analyze intelligence about the market, identifying trends about key prospects.
• Participate in regular planning, strategy, and training meetings with our horizontal industry team.
• Model good sales practices and maintain accurate opportunity records.
• Analyze and interpret pipeline data, identifying trends to more accurately predict deal cycles.
• Other duties as assigned.

Qualifications

• Ability to be strategic in territory to unearth suitable opportunities for Jama Software.
• Excellent listener who understands and relates to highly sophisticated customer challenges and business problems.
• Able to demonstrate examples and success stories for how Jama has solved similar challenges, leading to positive outcomes.
• Use of reference stories and industry standard methodologies to show how Jama can improve operational results.
• Ability to effectively use their network to gain access to key partners.
• Can build a case for change, influencing executives to transform their business.
• Understanding of the complexity of problems facing enterprise level customers.
• Effectively utilize internal resources to improve territory and opportunities.
• Ability to lead customer through the sales process, building a Customer Engagement Plan.
• Model tenacious behavior in the face of obstacles and achieves positive outcomes.
• Intelligently manages time and territory to improve business results.
• Experience in the Automotive industry.
• 5+ years of proven experience with enterprise level sales.
• Experience selling to an organization at multiple levels (C-suite/Executive Sponsor) and multiple divisions (product, marketing, IT, etc.).
• Systems Engineering/Application Lifecycle Management market knowledge.
• Ability to develop a coach/champion within customer account.
• Track record of quota and goal achievement.
• Proven track record of developing a mentor/champion within customer account.

Nice to Have

• Systems Engineering/ALM/PLM/RM experience.

Benefits

• Virtual first and culturally diverse work environment spanning 8 countries.
• Ambitious and fun work with a chance to define distinct, company-shaping tangible contributions.
• Flexible time off and leave programs crafted to meet the needs for your rejuvenation.
• Extra support to cope with life events with a quarterly €75 wellness reimbursement.
• Emphasis on learning and development at all levels with a subscription to LinkedIn Learning.