JANA is looking for an energetic, intuitive and results-oriented individual to join our Sales Team as an Account Manager. JANA's Account Managers help JANA meet our customer acquisition and sales growth targets by keeping our company competitive and innovative. With exceptional strategic insight, tactical execution and communication skills, JANA's Account Managers have a passion for the job and are able to employ unique techniques to build rapport that grows JANA's client base and, ultimately, JANA's market share.
Account Leadership
- Develops strategic and tactical plans for prospective accounts, identifying gaps and opportunities to win the business, to meet and exceed JANA sales targets
- Plans prospective meeting agendas in alignment with strategic and tactical plans
- Demonstrates a strong understanding of the North American Pipeline marketplace, Integrity Management, industry trends and current/future regulatory and legislative requirements
- Articulates the features, benefits and value of the full JANA solution suite to prospective clients and industry influencers
- Builds consultative relationships at various levels within prospective organizations and offers strategic advice where required
- Develops market awareness - as a JANA evangelist - and consistently works to educate and change prospective customer mindsets, including industry influencers, towards viewing JANA as a key thought and solution leader in Integrity Management
Sales Leadership
- Exercises strong sales process, discipline and acumen
- Builds and manages an effective sales funnel within JANA's CRM (Salesforce) and works the pipeline with forecasting consistency and accuracy
- Adheres to JANA sales metrics utilizing CRM reporting tools, templates and disciplines
- Represents JANA at industry events (association meetings, tradeshows, conferences, etc.)
- Marshalls internal JANA resources, where required to win the business, including technical demos, executive level meetings, product support, RFP responses, Proof of Concepts, Statement of Work preparation, etc.
- Maintains a high level of customer satisfaction through both direct client interaction and internal departmental client interaction
- Reports relevant market information on competitors, customers and market trends
Qualifications
- REQUIRED: Undergraduate Degree preferably in STEM or Business/Management
- REQUIRED: Strong negotiation skills and experience
- REQUIRED: 5-10 years of National / Global sales experience, providing technical or software-based solutions
- PREFERRED: 5-10 years of Software sales experience in energy, utilities, oil and gas
- REQUIRED: Excellent communication skills, both verbal and written communication
- PREFERRED: Experience in the gas pipeline industry
- REQUIRED: Ability to travel across North America to meet with existing/prospective clients and participate at industry trade events. Travel requirement approx. 40%
Required Skills
- The JANA Way: Functions in alignment with JANA's Values and Professional Culture
- Collaboration: Develops and leverages relationships with stakeholders to stretch and impact the business
- Empathy: Genuinely understands the needs of the customer and demonstrates an awareness to help the customer "Win" while managing and aligning the "Win"
- Acts like an Owner: Delivers results, creating value for our brand, our business, our customers and key stakeholders
- Fast/Agile: Removes barriers to move faster, experiments and adapts, thrives under pressure and is fast-paced
- Speaking/Presenting: Clearly articulates ideas, opinions and information in technical presentations and speeches so that the intended purpose is achieved and the needs of the audience are met
- Analytical Thinking: Summarizes information concisely and clearly identifies key elements, patterns, results or relationships; utilizes data to draw conclusions and make fact-based decisions
- Creative Thinking: Generates innovative, out-of-the-box approaches and improved solutions
- Prioritization: Coordinates and organizes resources and people in efficient and effective ways to accomplish larger strategies and goals
- Computer Skills: Proficiency in the Microsoft Suite, with working knowledge of Salesforce
