Account Executive
SAS Institute Inc
France, Lyon
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JMP Division

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.
  • Qualifications :

  • 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.
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