Account Executive - JMP

Account Executive - JMP

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.

About the job

We’re looking for a JMP Account Executive focused on developing and growing JMP usage in Speciality Chemical and associated markets in EMEA. 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.

As an Account Executive, you will:

• Plan and Execute your Strategic Account Plan for your assigned Territory. Deliver your expected revenue objectives. Learn and utilise relevant strategic selling processes.
• Develop new business for JMP by working with your customers and analysing 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. Direct complex sales opportunities which may include implementation plans, and/or the coordination of internal and/or external services.
• Where relevant, engage appropriate external partners to create new revenue opportunities and elevate JMP’s strategic position in the account.

• For some customers you will need to define and follow 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.
• 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.
• 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 utilising JMP Day Sessions.
• Performs other duties, as assigned.

Additional Responsibilities

• Applies knowledge of company marketing goals and objectives, JMP products, supported hardware platforms, 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 "close" potential, qualifies, and forecasts time frames to close business.
• Develops plans to identify accounts that have the potential for further development and executes them.

Required Qualifications

• Comprehensive knowledge of sales techniques; knowledge of hardware and/or software acquisitions cycles and buying influences.
• Ability to analyse and evaluate territory dynamics and develop a 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.
• Knowledge and experience of successfully selling JMP in Speciality Chemical and related industries.
• Fluent in English. Second European language is preferred.
• Right to work in France, Germany, Netherlands, Denmark or UK.
• Ability to travel regularly and extensively within the territory and occasionally internationally.
• JMP supports a hybrid working approach.
• Equivalent combination of education, training and experience may be considered in place of the above qualifications.
• You’re curious, passionate, authentic and accountable. These are our values and influence everything we do.

Diverse and Inclusive

At SAS and JMP, it’s not about fitting into our culture – it’s about adding to it. We believe our people make the difference. Our diverse workforce brings together unique talents and inspires teams to create amazing software that reflects the diversity of our users and customers. Our commitment to diversity is a priority to our leadership, all the way up to the top; and it’s essential to who we are. To put it plainly: you are welcome here.

Additional Information:

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.

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.