France, Grenoble / Lyon area
JMP is a business unit of SAS - the world-leader in analytics software with over 13,000 employees worldwide - which produces interactive desktop software for statistical discovery.
Pronounced jump, the name suggests a leap in interactivity, a move in a new direction. JMP has grown into a family of statistical discovery products used worldwide in almost every industry.
From its beginnings, JMP software has empowered its users by enabling interactive analytics on the desktop.
JMP is growing +10% pa in staff and revenue, which is +$100M. JMP has 10,000 customers with 13,000 installations for almost 900,000 licenced users of JMP products.
To maintain this growth JMP is adding a new sales team in southern France. We are seeking an Account Executive to be responsible for sales of JMP software products and services in a high volume, multi-tasking environment to prospective and current accounts.
Primary Accountabilities & Responsibilities include :
Understand the competitive landscape and customer needs so you can effectively position
Sell software and services to selected established and prospective JMP customers; and work with other sales personnel to position and leverage sales opportunities to acquire, grow and retain customers within the assigned territory.
Fulfill a wide range of requests for information from prospective customers. Qualify level of opportunity and type of accounts.
Prospect within assigned customer accounts to uncover business needs to increase JMP usage and accelerate the revenue generated from these accounts.
This will involve working at multiple levels within these companies, including :
Demand creation at the user and departmental level following JMP’s established engagement model.
Managing the needs and expectations of customer stakeholders such as procurement, IT, legal and vendor management.
Identifying and building relationships with targeted senior management whose goals and initiatives align with JMP’s growth goals.
Use of territory and account management and development; identifies accounts with high "close" potential, qualify sales opportunities, and accurately forecast your sales opportunity pipeline.
Work closely with JMP sales teams, including Inside Sales, Sales Engineers and JMP management to facilitate timely response to qualified leads.
Prepare quotations and proposal information as needed; works with other departments to create and complete contracts.
Follow-up with customers to track satisfaction levels and to discover additional revenue opportunities.
Develop a complete understanding of company pricing and licensing procedures.
Apply knowledge of company marketing goals and objectives, JMP applications, supported hardware platforms, marketing and business trends, and industry knowledge to assess account needs.
Identify additional accounts that have the potential for further development and executes plans to close business.
Collaborate with account managers and executives on additional strategic account development opportunities.
A minimum of five years’ experience in sales of computer software to manufacturing and technical companies, with a record of continuous success throughout that time
Proven success in a quarterly-driven IT sales environment through moving sales opportunities to close to achieve quarterly and annual targets.
Bachelor's degree, preferably in Business, Statistics, Marketing, Computer Science, Mathematics, Engineering, or a similar related field.
Knowledge of sales and sales management to organizations including : manufacturing QA, pharmaceutical industry, chemical industry, silicon-chip fabrication, six sigma, or statistics.
Excellent organizational skills.
Ability to work independently and to mentor a team.
Ability to initiate and lead projects.
Ability to travel frequently within the sales territory for customer and team meetings, with occasional travel to UK & US.
Ability to analyze and evaluate territory dynamics and to develop and execute a sales plan for the territory.
Ability to communicate technical and business concepts.
Native proficiency in written and spoken French and business proficiency in written and spoken English language.