Account Executive - Carolinas Territory

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.

The Opportunity

We are seeking results driven Account Executive for our Carolinas territory 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.

What Success Looks Like

• Consistently exceed targets: Deliver sustained performance through new customer acquisition and existing account expansion supported by accurate forecasting and high-quality pipeline with momentum flow throughout the year.  
• Executive Relationships: Build trusted, long-term partnerships with senior leaders to influence strategy and grow JMP’s footprint.
• Land to expand: Transform initial wins to enterprise-wide adoption across functions and divisions.
• High quality, high velocity deals: Drive stronger win rates with rigorous qualification, multi-threaded engagement and compelling business cases.

What You’ll Do – Carolinas Territory

• 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 professionalism, winning attitude and continuous improvement

What You Bring

• 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.
• Bonus: familiarity with analytics, engineering, manufacturing or quality domains.

More About the Role

• Segment: Geographic Accounts – Large Cap, Mid Cap and Small Cap organizations with a strong land-and-expand focus.
• Structure: Individual contributor with shared Systems Engineer (2 AEs share a Systems Engineer); Account Executive is responsible for acquisition and expansion, collaborating with Business Ops/Legal on renewals.
• Work Style: Hybrid/remote; travel ~25% - 35% for executive sales meetings, workshops, and face-to-face meetings.
• Emphasis: Executive presence, in-depth account planning for top-tier accounts.
• Process & Tools: JMP Sales methodology (MEDDICC-inspired), Salesforce, CPQ, vision proposal, value-based selling, executive QBR framework.
• Compensation & Benefits: Competitive OTE, incentives, and comprehensive benefits.

What we’re looking for

• 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 have knowledge, skills and abilities

Excellent verbal and business communication skills as well as strong listening skills.

Knowledge of JMP products.

Knowledge of statistical analysis and applications.

Located in or close to Cary, NC.

World-class benefits  

Highlights include...

• 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.

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:

JMP is an equal opportunity employer. All qualified applicants are considered for employment without regard to any characteristic protected by law. Read more: Know Your Rights. 

Equivalent combination of education, training and experience may be considered in place of the above qualifications. Resumes may be considered in the order they are received. JMP employees performing certain job functions may require access to technology or software subject to export or import regulations. To comply with these regulations, JMP may obtain nationality or citizenship information from applicants for employment. JMP collects this information solely for trade law compliance purposes and does not use it to discriminate unfairly in the hiring process.

To qualify, applicants must be legally authorized to work in the United States, and should not require, now or in the future, sponsorship for employment visa status.

All valid JMP job openings are located on the Careers page at www.jmp.com. JMP and SAS only send emails from verified “jmp.com” and "sas.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 JMP, please contact us at Recruitingsupport@sas.com before taking any further action.

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