Account Executive

Account Executive

Requisition ID 20060526 Primary Location - Country United States Visa Sponsorship No Travel Requirements 25%

Candidates in the western US preferred*

JMP, a subsidiary of SAS, is committed to empowering scientists and engineers via our world-class family of statistical software products.

For over 30 years, JMP has enabled customers to speed new drugs to market, to design better products and processes, and to figure out how to restore ecosystems.

Advancements are made when brilliant people use JMP statistical discovery software to see what they’ve not seen before. If you are a problem solver, a connector, and someone who enjoys helping others, then you might just be the next person to join this dynamic, growing, and global team.

What you’ll do :

We’re looking for a JMP Account Executive focused on developing and growing JMP usage in Semiconductor and associated markets in the US.

The successful candidate will need to prove their record of consistently over-achieving sales targets while helping their customers to deliver long-term value from the use of JMP products.

You will be responsible for expanding JMP product usage to new areas of your customers’ businesses and deepening the existing use of JMP products.

You will have ownership of the full sales cycle through to close. You will be responsible for sales of JMP software products in a high volume, multi-tasking sales environment.

Objectives : Revenue Generation

Revenue Generation

• Plan and Execute your Strategic Account Plan for your assigned Territory. Deliver your expected revenue objectives. Learn and utilize relevant strategic selling processes.
• Develop new business for JMP by working with your customers and analyzing industry and market trends. Research and understand competitive positioning for JMP products to run your sales campaigns and identify new opportunities for JMP.
• Achieve your individual annual sales revenue quota including both new and renewal sales revenue components. Map complex sales opportunities and multi-year growth plans into monthly activity and revenue targets, tracking and reporting attainment of each.
• Engage appropriate internal partners to create new revenue opportunities and elevate JMP’s strategic position in the account.

Leadership

Define and execute a multi-year strategic account plan that aligns with and articulates the customer's strategic business goals and objectives.

Team with JMP colleagues and position them for the most effective engagement with the client.

• Shape and deliver win-win scenarios for the client that deliver value and meets agreed success measures. Create realistic and worthy expectations
• Map and manage relationships at multiple levels within the account, especially at more senior levels than JMP may typically manage.

Work alongside JMP sales management on periodic collaborative meetings with key account stakeholders to create, evaluate and direct a collaborative business plan.

Sales Operations

• Maintain accurate revenue forecasts. Apply JMP contractual and pricing policies to a customer’s situation with full appreciation of JMP’s potential long-term Total Revenue from each Customer.
• Prepare complex quotations and proposal information as needed.
• Maintain data integrity and an accurate reflection of activity and forecasting in Salesforce and other JMP systems.
• Work with JMP sales management on strategic account development goals which would be achieved by building customer relationships and following JMP sales best practice, including nurturing advocates and utilizing JMP user enablement resources.
• Performs other duties, as assigned.

Additional Responsibilities

• Applies knowledge of company marketing goals and objectives, JMP products, marketing and business trends, and industry knowledge to assess account needs.
• Recommends appropriate solutions.
• Assists in evaluation of territory or account potential; uses solution-selling methodology, pipeline management and forecasting to identify accounts with high growth potential, qualifies, and forecasts time frames to close business.
• Develops plans to identify accounts that have the potential for further development and executes them.

Other knowledge, skills, and abilities

• Masters / Bachelor's degree, preferably in Business, Engineering or other relevant discipline.
• Requires a minimum of eight years of experience in selling software solutions. Specific industry related experience may be considered in combination with the above requirements.
• Comprehensive knowledge of sales techniques; knowledge of software acquisition cycles and buying influences.
• Ability to analyze and evaluate territory dynamics and develop a strategic sales plan; ability to communicate technical and business concepts and relate them to JMP applications and user needs;

ability to work both independently and as part of a team.

• Location : US; western US preferred.
• Ability to travel regularly and extensively within the territory.
• JMP supports a hybrid working approach.
22 hours ago