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. Additionally, customers have access to cutting edge AI functionality to modernize their requirements workflows and processes. Our rapidly growing customer base spans the automotive, medical device, life sciences, semiconductor, aerospace & defense, industrial manufacturing, consumer electronics, financial services, and insurance industries.
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, partners with internal resources – Sales Development, Customer Success, and Marketing to connect with key partners to help drive new outbound business opportunities and contributing to our growth as a company. The measure of success is measured in revenue, but also in 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
- 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 and can bring key partners and executives together to build rapport and close deals.
- Understanding of the complexity of problems facing enterprise level customers, breaking the complexity into simple and meaningful components through successful implementation of Jama Software and our services.
- Effectively utilize internal resources to improve territory and opportunities.
- Ability to lead customer through the sales process, building a Customer Engagement Plan that details the steps vital to get to a successful close.
- 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.
Systems Engineering/ALM/PLM/RM experience.
- Virtual first and culturally diverse work environment spanning 8 countries.
- Ambitious and fun work with a chance to define distinct, company-shaping tangible contributions.
- 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. 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 any 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 [email protected] to request an accommodation.
Skills Required
- 5+ years of proven experience with enterprise level sales
- Experience in the Automotive industry
- Experience selling to multiple levels (C-suite/Executive Sponsors) and multiple divisions
- Proven track record of quota and goal achievement
- Systems Engineering / Application Lifecycle Management (ALM) market knowledge
- Ability to lead full sales lifecycle from prospect to close and build a Customer Engagement Plan
- Strong outbound prospecting skills (targeted emails, cold calling, social outreach, video outreach)
- Excellent consultative listening and value-based selling skills
- Ability to build internal and external champions and influence executive decision-makers
- Ability to intelligently manage time and territory in a remote-first environment
- Use of customer reference stories and industry methodologies to demonstrate value
- Hands-on Systems Engineering / ALM / PLM / RM experience
What We Do
Jama Software is focused on maximizing 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 creates 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.
