Senior Account Executive

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

What You'll Bring: 

• 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.

Nice to Have: 

• Systems Engineering/ALM/PLM/RM experience.

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. 
• Emphasis on learning and development at all levels with a subscription to LinkedIn Learning.