What are the responsibilities and job description for the Enterprise Account Executive position at JAMIS Software Corporation?
Position Overview: JAMIS Software Corporation is a leading provider of ERP software solutions designed specifically for government contractors and other project-focused organizations. Our growth is driven by delivering real results for our clients. It's also enabled by our culture, which encourages individual development, embraces an inclusive environment, and rewards professional excellence. JAMIS is expanding our field sales team and we are seeking a proven ERP sales professional to prospect and sell directly to government contracting companies across mid-market and enterprise sectors. The Account Executive will be responsible for managing the sales process through qualification, analysis, product demonstration, negotiation and close. JAMIS is looking for a seasoned, aggressive, success-oriented individual with a proven record of exceeding sales targets, a high level of commitment, and a strong desire to be part of a top-notch sales team. This position reports to the Vice President of Sales.
Primary Responsibilities:
- Develop and execute a sales plan to meet and exceed annual sales targets within the mid-market and enterprise GovCon space for new business development
- Proactively prospect and close new business against industry competitors
- Develop and foster key customer account relationships
- Continuously refine sales messaging, prospecting, qualifying, and closing techniques
- Experience as a leader in a team-selling environment
- Create new opportunities from prospecting activities, solution positioning, qualifying, and closing techniques
- Initiating client discussions; leading customer and prospect presentations; managing a complex sales cycle
- Forming relationships and building rapport with C-Level business leaders and decision-makers
- Respond to RFP’s and RFI’s and coordinate proposal development, bringing all relevant resources to the table
- Maintain up-to-date sales activity and highly accurate new business forecast in Salesforce
- Maintain and report weekly booking forecast to VP of Sales
- Coordinate resources throughout the sales cycle, and collaborate effectively with sales engineering, business development reps, marketing, technical support, and professional services
- Ability to articulate market requirements to product management for product roadmap input
- Articulate advice to assist marketing in capturing and driving brand awareness and new business
- Keep current with GovCon market trends and challenges
- Understand prospect’s business strategy and needs to help formulate a winning sales solution
- Understand cloud environments, technology, and SaaS based applications.
- Develop a strong understanding of JAMIS products and services and our value proposition in a competitive setting
- Represent JAMIS at industry trade shows and conventions
Qualifications:
- Bachelor's degree in Business Administration, Marketing, Communications, Public Relations, Finance, or related field
- At least 8 years of quota-carrying software sales experience (Consultative selling)
- Successful track record of selling complex software solutions focused on financial management / accounting or ERP
- Excellent communication, negotiation and closing skills
- Excel at hunting and closing new business against brand name competitors, and developing advisor-based relationships
- Great team player with strong drive and willingness to take a leadership role in driving initiatives, ability to leverage available resources, including presales and marketing team, to help develop pipeline growth within the territory.
- Enthusiasm for challenges, results-oriented, and strong work ethic
- Self-starter that thrives in a fast-paced environment
- Time management and organization skills
- Proficient in all Microsoft Office applications
- Ability to travel 25%
Preferred Qualifications
- Prior experience selling Enterprise software solutions into Government Contracting is a plus
- Knowledge of business processes as they relate to service-based project enterprises
- Ability to exhibit a strong executive presence