Account Executive - Pacific Northwest (WA,OR)

JMP Statistical Discovery, LLC

93d•Hybrid

About The Position

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. We are seeking results driven Account Executive to own a defined geographic territory and deliver year-over-year growth. In this role, you will balance new logo acquisition with expansion of existing accounts, positioning JMP as the platform of choice for enterprise innovation. You will partner with a Systems Engineer to craft solutions that solve critical business challenges, expand adoption across functions and sites and deliver measurable business impact.

Requirements

A proven record of acquiring new logos and expanding existing accounts.
Strong executive presence and ability to engage senior decision makers.
Experience managing geographically defined territory and diverse account sizes.
Mastery of account planning and qualification methodologies (MEDDICC or similar).
Strong commercial acumen in pricing, deal structure, approvals and principled negotiations with a JMP First mindset.
Operational discipline in pipeline management, forecasting and deal strategy documentation.
Bachelor’s Degree: Business, Computer Science, or other related business or quantitative field.
Experience: 5+ years of successful software sales experience.
Demonstrated Success: account development and mid to upper-level relationship development to accelerate growth.
Solution finder: problem solver who is curious, passionate, authentic and accountable.
Detailed focus: Ability to analyze and evaluate territory dynamics, develop sales plans and accurately forecast sales with a track record of quota achievement.

Nice To Haves

Bonus: familiarity with analytics, engineering, manufacturing or quality domains.
Excellent verbal and business communication skills as well as strong listening skills.
Knowledge of JMP products.
Knowledge of statistical analysis and applications.
Located in Territory (Washington, Oregon).

Responsibilities

Territory Ownership: Manage a portfolio of geographically based accounts, spanning Large Cap, Mid Cap and Small Cap organizations with a stronger emphasis on in person meetings, frequent travel.
New Customer Acquisition: Identify, qualify and close new opportunities that expand JMP’s customer base.
Expand Existing Accounts: Grow contracted customers through cross-sell, upsell, and strategic account planning.
Build a Winning Territory Plan: Target high-growth accounts with clear business objectives to drive both initial entry and sustained expansion.
Account Plan: In depth Account Planning on top 5 accounts
Engage at Every Level: Lead executive meetings and workshops to advance opportunities and strengthen relationships.
Win top down and bottom up: Secure executive sponsorship while scaling adoption across divisions, functions and sites
Collaborate: Collaborate with cross-functional teams (Field Marketing, User Enablement, Product Marketing, Business Operations) to accelerate success.
Operate with Discipline: Maintain Salesforce accuracy, compliance with pricing, policy and approval matrix and provide clear monthly commitment with risk assessments.
Elevate The Team: capture and share insights, refine strategies, and contribute to a culture of continuous improvement

Benefits

Comprehensive medical, prescription, dental and vision plans.
Medical plan options include:
PPO with low annual deductible and copays.
HDHP combined with a health savings account with a contribution from SAS (no access to on-site health care center).
Onsite Health Care Center (HQ) that’s free to employees and family members enrolled in the PPO plan. There's a pharmacy too! Not local to HQ? The pharmacy will ship prescriptions for no additional charge!
An industry-leading 401k plan.
Tuition Assistance Program and programs and resources to support your development
Generous time away including vacation time, a variety of paid holidays, and our much-loved U.S. Winter Wellness Break between December 25 and January 1.
Volunteer Time Off, parental leave and unlimited paid sick days.
Generous childcare benefits for all full-time employees.