The Director of Sales for Analytics is responsible for driving Jama Analytics sales worldwide. This is an “overlay” position to the direct sales organization and the Director will lead Jama’s collective efforts to sell our analytics product into existing customer base and into net new opportunities while positioning the Jama platform. The candidate will leverage Jama’s value based, consultative selling approach and partner closely with Account Executives and Account Managers across the organization to demonstrate business value with customers and prospects around leveraging analytical insights within the product development lifecycle. The individual will build rapport into multiple parts of the organization (product teams, IT, finance, etc.) and the C-level/Executive Sponsors to consistently and creatively execute on opportunities.
RESPONSIBILITIES:
Drive worldwide bookings for Analytics Sales.
Consistently meet or exceed monthly, quarterly and annual goals and quota targets.
Collaborate with Sales Management, Account Executives and Account Managers to develop sales strategies, build pipeline and close business
Expand Jama’s footprint within existing customer accounts and acquire net new logos.
Manage business pipeline, providing accurate weekly and monthly reports and forecasts based on Jama’s sales model and opportunity management definitions. Analyzes and interprets pipeline data, identifying trends to more accurately predict deal cycles.
Partner cross-functionally to drive sales success and drive long-term customer value.
Capture and track activity and account data in Salesforce.
Direct and manage other sales team members, including hiring, onboarding, motivating, developing, coaching and mentoring for high performance.
EDUCATION & EXPERIENCE:
Previous sales management and experience developing, leading and coaching teams
Mastery-level experience selling into complex organizations, predominately at the CXO and Executive level.
Systems Engineering/ALM/PLM/RM experience preferred.
Minimum of 10 years of experience with enterprise level sales.
Bachelor’s Degree preferred
Location: Portland, OR
ESSENTIAL COMPETENCIES
Creates opportunities:
Strategically attacks the territory in order to unearth suitable opportunities for Jama.
Gathers & analyzes intelligence about the market, identifying trends about key prospects.
Ability to develop a coach/champion within customer account.
Experience selling into an organization at multiple levels (C-suite/Executive Sponsor) as well as multiple organizations (product, marketing, IT, etc.), leveraging relationships.
Drives value creation:
Excellent listener who understands and relates to highly complex customer challenges and business problems. Able to leverages examples and success stories for how Jama has solved similar challenges, leading to positive outcomes.
Uses reference stories and industry best practices to show how Jama can improve operational results and a build a case for business transformation.
Effectively leverages ROI/TCO tools to build a strong value proposition.
Champions change:
Effectively uses their network to gain access to key stakeholders. Can build a case for change, influencing executives to transform their business.
Understands the complexity of problems facing enterprise level customers, breaking the complexity into simple and actionable components through successful implementation of Jama Software and our services.
Manages sales opportunities:
Models good sales discipline, maintains accurate opportunity records. Analyzes and interprets pipeline data, identifying trends to more accurately predict deal cycles.
Using their network and relationships, is able to bring key stakeholders and executives together to build rapport and close deals.
Proven ability to develop a coach/champion within customer account.
Highly effective negotiation skills and proven resilience to anticipate and plan for objections and successfully negotiate deals.
Effectively utilize internal resources to maximize territory and opportunities.
Lead customer through the sales process, building a Customer Engagement Plan that details the steps necessary to get to a successful Close.
Drives for results and closes deals:
Models tenacious behavior in the face of obstacles and achieves positive outcomes.
Seeks to win and achieve set goals.
Intelligently manages time and territory to maximize business results.
Demonstrates strong negotiation and presentation skills to sell into highly complex and politically charged organizations.
Now submit your application online and subscribe to email or follow us on twitter to get similar jobs in the future.
Posts
