Account Executive
Jama Software® is focused on maximizing innovation success in multidisciplinary engineering organizations. Numerous firsts for humanity in fields such as fuel cells, electrification, space, software-defined vehicles, surgical robotics, and more all rely on Jama Connect® requirements management software to minimize the risk of defects, rework, cost overruns, and recalls. Using Jama Connect, engineering organizations can now intelligently manage the development process by leveraging Live Traceability™ across best-of-breed tools to measurably improve outcomes. Our rapidly growing customer base spans the automotive, medical device, life sciences, semiconductor, aerospace & defense, industrial manufacturing, consumer electronics, financial services, and insurance industries.
Jama Software is passionate about improving innovation success. Numerous firsts for humanity in fields such as fuel cells, electrification, space, autonomous vehicles, surgical robotics, and more all rely on Jama Connect™ to minimize the risk of product failure, delays, cost overruns, compliance gaps, defects, and rework. Jama Connect™ uniquely builds Living Requirements™ that form the digital thread through siloed development, test and risk activities to provide end-to-end compliance, risk mitigation, and process improvement. Our rapidly growing customer base of more than 12.5 million users across 30 countries spans the automotive, medical device, life sciences, semiconductor, aerospace & defense, industrial manufacturing, financial services, and insurance industries.
We are looking for an Account Executive, to join our go-to-market team and be responsible for leading the full sales lifecycle from prospect to close. This position 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. Also, this Account Executive prospects, partners with internal resources – Sales Development, Customer Success, and Marketing - to connect with key partners to help drive new outbound business opportunities and that contribute to the company's growth.
What You'll 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 sophisticated 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.
- Handle 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.
- Collecting and tracking activity and account data in Jama’s CRM system.
- Other duties as assigned.
What You'll Bring:
- In-depth knowledge of SaaS sales methodologies (SPIN, MEDDIC, Challenger Sale, Solution Selling etc.), forecasting and pipeline management.
- Experience selling into complex organizations, predominately to R&D and engineering at the CXO and Executive level.
- Ability to develop a mentor/champion within customer account.
- Drives for results and closes deals.
- Excellent listener who understands and relates to highly sophisticated customer
- challenges and business problems.
- Leverages examples and success stories for how Jama has solved similar challenges,
- leading to positive outcomes.
- 2-4+ years of experience with enterprise level sales.
Nice to Have:
- Systems Engineering/ALM/PLM/RM experience.
- Experience in one of the following verticals: Oil and Gas
Perks and 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 and extra support to cope with life events with a quarterly $75 wellness reimbursement.
- Comprehensive and affordable medical, dental and vision plans with pre-tax savings accounts and a generous 401(k) employer match.
- 12 weeks of paid parental leave to bond with your new family member.
- Emphasis on learning and development at all levels with a subscription to LinkedIn Learning.
If you get to this point, we hope you're feeling excited about the job you just read. Even if you don't feel that you meet every single requirement, we still encourage you to apply. Women, BIPOC, LGBTQ, and other under-represented groups are highly encouraged to apply. We're eager to meet people that believe in Jama Software’s mission and can contribute to our team in a variety of ways – not just candidates who check all the boxes.
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 their relatives, friends or associates or any other characteristic protected under federal, state, or applicable law.
We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform crucial job functions, and to receive other benefits and privileges of employment. Please contact us at recruiting@jamasoftware.com to request an accommodation.
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Founded in 2006, Jama Software provides a platform for requirements, risk, and test management. It offers industry-focused services, teams building complex products, systems, and software to improve cycle times, increase quality, reduce rework, an...
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