The posting
JMP, a subsidiary of SAS, is committed to empowering scientists and engineers via our world-class family of statistical software products. For over 35 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 are looking to hire an experienced New Business Salesperson to join our successful sales team, selling JMP software to both new and existing customers. To join this team 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 their products.
You will be responsible for finding new business and managing existing accounts where 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.
You will work with the JMP Sales Team to demonstrate and prove JMP’s customer value and drive new business across Ireland and Nordics.
As an Account Executive, you will:
- Create opportunities and customer alignment to JMP’s likely customer profile.
- Prospect within the assigned sales territory to uncover business needs.
- Help define and deliver the territory and account management plan; identify new target accounts with high "close" potential, qualify sales opportunities and accurately forecast your pipeline of qualified sales opportunities to deliver JMP software sales revenue.
- Work closely with the sales territory teams, including Inside Sales, Sales Engineer and JMP management in all aspects of the sales process.
- Prepare quotations and proposal information as needed; work with relevant JMP departments to create and finalize contracts.
- Engage with senior Decision-Makers in your existing customers to ensure ongoing satisfaction with their JMP products and to discover and develop additional revenue opportunities.
- Apply your knowledge of JMP’s marketing goals, JMP applications, supported hardware platforms, marketing and business trends, and industry knowledge to assess your customer’s potential needs.
- Ensure all applicable security policies and processes are followed to support the organization's secure software development goals.
- Embrace curiosity, passion, authenticity and accountability. These are our values and influence everything we do.
Required qualifications
- Requires a minimum of 5 years of experience in a full sales cycle - with a successful and proven track-record - in the sales of computer software solutions or scientific and engineering hardware (including products and services related to JMP’s target markets). Specific experience related to JMP’s target markets may be considered in combination with the above requirements.
- Bachelor's degree, preferably in Business, Marketing, MIS, or other relevant discipline.
- This is primarily a new business role which would suit a focused and high activity salesperson. The new business revenue comes from new-name accounts and growing the use of JMP software for existing customers, where the sales opportunities need to be uncovered and developed.
- Ability to analyse and evaluate territory dynamics and develop a sales plan; ability to communicate technical and business concepts and relate them to JMP software and user needs; ability to work independently and as part of a team.
- Knowledge of sales techniques; knowledge of software acquisitions cycles and buying influences.
- Ability to travel regularly and extensively within the territory and occasionally internationally.
- Hybrid work style.
- Proof of Right to work in the UK or Denmark with ability to travel across Europe. Fluency in Danish is preferred.
- Equivalent combination of related education, training and experience may be considered in place of the above qualifications.
Additional competencies, knowledge and skills
- Creating Demand Through Insight - Identifying the targeted account’s business challenges and needs and their probable causes; providing and provoking convincing insights that compel decision makers to discover or reconsider unrecognized problems and opportunities and the value of addressing them with new solutions to achieve better long-term results (e.g., profitability, revenue, market share).
- Advancing Sales Discussions - Leading discussions with influential decision makers that progress the sale by effectively clarifying information, offering insights, addressing objections, and gaining agreement to move to the next step in the buying process.
- Driving for Results - Setting high goals for personal and group accomplishment; using measurement methods to monitor progress toward goals; tenaciously working to meet or exceed goals while deriving satisfaction from that achievement and continuous improvement.
You are welcome here.
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 inclusive workforce brings together unique talents and inspires teams to create amazing software that reflects the diversity of our users and customers.
Additional Information:
SAS and JMP only send emails from verified "sas.com" and “jmp.com” email addresses and never ask 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 SAS or JMP, please contact us at [email protected] before taking any further action.
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