Director, Sales - JMP

Job Description

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.

What you'll do

Are you ready to join a dynamic organization as the leader of Sales for JMP Japan? This position will report to the Global SVP of Sales and Field Marketing and interact with executives in product management, marketing, legal, sales operations and other departments to drive new sales, maintain recurring revenue streams, grow market share for JMP, and ensure the highest levels of customer satisfaction. This inspirational leader will be creative and thoughtful in holding the region accountable for driving sales growth and attaining sales goals.

This position will help in the development of sales strategy, processes, and tactics to ensure continued sales leadership for the organization. The Director of Japan Sales will be an active member of the sales leadership team and help formulate and implement a strategic sales vision for the company.

Responsibilities:

• Ensure the consistent and effective application of customer engagement methodologies to drive increased value for both existing and prospective customers.
• Create and reinforce a goal-oriented, collaborative sales culture to ensure the attainment of team targets.
• Manage Japan sales teams to ensure revenue and financial metrics are achieved (top and bottom line).
• Optimize the sales team structure and costs by hiring and developing high caliber sales talent.
• Create and support a sales culture that is focused on critical thinking; prioritize the development of business acumen and its applicability to help customers achieve business value.
• Execute defined sales processes that drive desired sales outcomes and identify improvements as needed.
• Accurately manage the sales forecasting process, leveraging data sources to gain insights that will identify gaps and enable continuous improvement in sales process / execution.
• Monitor customer, market, and competitor activity and provide feedback to the company leadership team and other company functions.
• Work closely and collaboratively with the marketing(s) function.
• Manage key customer relationships and help close strategic sales opportunities.
• Work in conjunction with JMP legal staff and JMP Business Ops to negotiate complex contracts and bids.
• Interpret sales policies, advise sales teams in the handling of complicated sales and policy issues, and emphasize the requirement for use of JMP's sales methodologies.

Qualifications & Experience:

• 15+ years of software sales experience in data analytics.
• 10+ years of software sales management experience.
• Demonstrable track record of organic software revenue growth
• Demonstrated success building/implementing a go-to-market strategy for a rapidly growing Software company.
• Proven ability building and growing various sales channels, both direct and indirect.
• Experience with local market and operational needs in established markets.
• Successful experience coaching sales teams in the closing of complex software opportunities.
• Proven experience coaching a team of sales leaders and individual contributors to ensure progress against stated expectations in addition to aligning and changing behavior.
• Proven experience establishing clear goals and expectations and then managing performance.
• Experience establishing and nurturing key customer relationships and supporting the closing of strategic opportunities.
• Experience providing status reports with market and customer feedback to the corporate leadership team.
• Demonstrated ability in all aspects of sales leadership; “Lead from the Front”
• P&L management responsibilities.
• BS/BA degree required
• Fluent in Japanese and English

Who we’re looking for:

• A leader of strong intellect and personal presence who inspires confidence in people at all levels.
• Self-directed; able to spearhead initiatives, translate plans into specific actions across a team, and execute with urgency.
• High degree of leadership, independent negotiation, and decision-making skills.
• Entrepreneurial with a can-do / hands-on mentality.
• Excellent listener who absorbs and respects the opinions of others but is decisive and able to influence.
• A collaborative leader who empowers others
• One who is accountable and in turn, holds people accountable
• A change Agent – leading the Team to the desired state through understanding
• A Coach and developer of people
• Leads by example and can generate respect and loyalty from peers, superiors, and subordinates, as well as external links.
• Emotionally intelligent, resilient, and mature.
• Impeccable ethics and a high-level of integrity.

Nice to haves:

• Knowledge of JMP

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.

SAS and JMP only send emails from verified "sas.com" and “jmp.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 SAS or JMP, please contact us at Recruitingsupport@sas.com before taking any further action.

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