Responsibilities

• Work with Strategic Account Executive(s) to define & execute a sales strategy within the DACH Territory; delivering on Jama’s broader market strategy to target the right customers
• Effectively prospect, qualify, develop new logo customers
• Conduct outbound prospecting using industry-leading tools and methodologies to successfully secure appointments within target organizations
• Qualify Marketing-generated inbound leads; determining the potential alignment for Jama and validating/positioning the need for our solution and its associated benefits
• Balance a variety of prospecting selling techniques from email and phone to direct customer interaction; successfully navigating through highly complex organizations, hunting and identifying key decision makers
• Conduct and deliver discovery sessions, presentations and high-level demonstrations of Jama via phone, web meeting, and in-person meetings
• Consistently meets and exceeds monthly, quarterly and annual goals and quota targets
• Work with team to develop account plans
• Capture and track all relevant activity and account data in Salesforce.com including but not limited to: Identifying target contacts, target accounts, logging email and phone, capturing meeting notes and logging prospecting and meeting activity
• Represent Jama Software at select industry events

Qualifications

• Bachelor’s degree or equivalent work experience
• 2 + years of sales experience
• Experience selling Software / SAAS solutions
• Experience selling into system engineering/IT disciplines where business transformation and change is needed
• Language: fluent in English and German (native German speaker preferred)
• Must reside in Amsterdam, Netherlands (Office located in Haarlem)
• Track record of quota and goal achievement
• Knowledge of sales methodology, forecasting and pipeline management
• Ability to identify target roles/personas within a target account
• Experience selling into complex organizations using both, ‘top-down’ and ‘bottom-up’ approach
• Exceptional phone and communication skills with the ability to sell at decision-making levels and close deals over the phone
• Strong interpersonal skills that must be complemented by excellent verbal and written communication skills; along with presentation and analytical skills
• Experience with, and excitement about, working as an independent self-starter who thrives in a dynamic fast-paced environment
• Drives for results, overcomes objections, and closes deals
• Excellent listener who understands and relates to highly complex customer challenges and business problems
• Team Player
• Systems Engineering/Application Lifecycle Management market experience preferred

Essential Competencies

• Drives value creation:
  o Uses reference stories and industry best practices to show how Jama can improve operational results and a build a case for business transformation
  o Listens, understands, and interprets unique customer challenges and opportunities
  o Effectively leverages ROI/TCO tools to build a strong value proposition
• Creates opportunities:
  o Strategically attacks the territory in order to unearth suitable opportunities for Jama
  o Gathers & analyzes intelligence about the market, identifying trends about key prospects
  o Sells into an organization at multiple levels (C-suite/Executive Sponsor) as well as multiple organizations (product, marketing, IT, etc.), leveraging relationships
• Champions change:
  o Effectively uses customer contacts to gain access to key stakeholders
  o Can build a value-based case for change
  o Understands the complexity of problems facing the market, decomposing into simple and actionable components through successful implementation of Jama Software and our services
  o Influences the customer to change the way they work
• Manages sales opportunities:
  o Models good sales discipline, maintains accurate opportunity records
  o Is able to bring key stakeholders together to build rapport and close deals
  o Plans for objections, navigates them, and successfully negotiate deals
  o Effectively utilize internal resources to maximize territory and opportunities
  o Lead customer through the entire sales process, from prospect to close
• Drives for results:
  o Models tenacious behavior in the face of obstacles and achieves positive outcomes
  o Seeks to win, achieve set goals, and exceed quota
  o Intelligently manages time and territory to maximize business results

Is this you?

Please e-mail your application (CV and motivation letter) to annerieke.schmidt@eu.yusen-logistics.com ultimately May 24th 2019

If you have questions regarding this role, please do not hesitate to contact Annerieke Schmidt by phone (+31 6 15 14 02 51) or via email (please see above).