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Account Executive
4 months ago
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
- 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.
- 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.
- 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.
- 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.
- 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.
Additional Information:
JMP is an equal opportunity employer. All qualified applicants are considered for employment without regard to race, color, religion, gender, sexual orientation, gender identity, age, national origin, disability status, protected veteran status or any other characteristic protected by law. Read more: Know Your Rights. Also view the Pay Transparency notice.
The base salary range for this position is $109,000 USD - $130,000 USD per year and is a good faith estimate only. The range does not include any applicable geographic differential associated with the location at which the position may be filled. Actual pay will vary depending on factors including but not limited to job-related knowledge, skills, and experience. Pay is just one component of SAS's total compensation package for employees. Employees may also be eligible for commission or discretionary bonus (based on company and individual performance) as determined by the role. In addition, SAS provides a competitive benefits package to meet different employee needs and lifestyles; including health insurance coverage, life and disability insurance, retirement benefits, company paid holidays and paid time off (PTO) for vacation and/or personal business. For more information regarding SAS benefits, click here to view the total rewards package.
Equivalent combination of education, training and experience may be considered in place of the above qualifications. Resumes may be considered in the order they are received. JMP employees performing certain job functions may require access to technology or software subject to export or import regulations. To comply with these regulations, JMP may obtain nationality or citizenship information from applicants for employment. JMP collects this information solely for trade law compliance purposes and does not use it to discriminate unfairly in the hiring process.
To qualify, applicants must be legally authorized to work in the United States, and should not require, now or in the future, sponsorship for employment visa status.
All valid JMP job openings are located on the Careers page at www.jmp.com. JMP only sends emails from verified "jmp.com" email addresses and never asks for sensitive, personal information or money. Should you have any doubts about the authenticity of any type of communication from, for, or on behalf of JMP, please contact us at Recruitingsupport@sas.com before taking any further action.
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