Account Manager
3 months ago
An entrepreneurial company, we provide an exciting, dynamic and respectful work environment where you will be an important contributor to the JANA Team. Our Mission at JANA is “Better Pipelines for a Better World” - we are true believers and inspire our employees to join us in this Mission
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.
JANA has a progressive culture of personal and professional growth. With a vested interest in each employee’s professional growth and continuous improvement as an individual, JANA supports professional development, continuous education, industry participation and technical accreditations. Other Perks that come with joining JANA’s Team include:
- High-energy Collaborative Environment: JANA combines the energy of a start-up software organization with the discipline of a precision engineering firm.
- Regular Social Events: Join the entire JANA Team for fun Social Events like our Weekly Kahoot and Beer Club, Annual Birthday Bonspiel, Ice Cream Parties, Holiday events, Cinco de Mayoeven an Easter Egg Hunt
- Best-in-Class Benefits: JANA offers all employees a comprehensive benefits package including Medical, Dental, Vision, Life Insurance, Disability coverage, as well as our great Wellness Benefit
- Giving Back: JANA is dedicated to giving back to our community in various ways. Every year we hold an annual food drive for the Aurora Foodbank and have become one of their top contributors
- JANA promotes a healthy work-life balance: Through our comprehensive vacation program, floater days, and a hybrid work environment (combination of in-office and work-from-home), JANA employees are able to take time to rest and rejuvenate
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 in STEM Field 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: 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 pres
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