Account Manager (Software Sales)

Job Responsibility:

JANA is focused on improving the integrity of gas pipeline systems through the application of advanced risk modeling technologies. Our models and software are defensible and highly predictive, allowing gas pipeline operators to take actions to reduce risk in their systems. And our Integrity Data suite enables pipeline operators to finally capture their pipeline asset data and unlock the value associated with this data. As 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!

• High-energy Collaborative Environment: JANA combines the energy of a start-up software organization with the discipline of a precision engineering firm.
• Social Events: Join the entire JANA Team for fun virtual Social Events like our Beer Club. We also like to get together for in-person events such as our Annual Birthday Bonspiel, Holiday events, our annual Company Picnic, and team events!
• Best-in-Class Benefits: JANA offers all employees a comprehensive benefits package including a Healthcare Spending Account, Medical, Dental, Life Insurance, AD&D, Drug coverage, Disability coverage, as well as a Wellness Benefit!! JANA also provides employees with the opportunity to get support with mental wellness through our Employee Assistance Program.
• Giving Back: JANA is dedicated to giving back to our community. 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, which allows JANA employees are able to take time to rest and rejuvenate!
• Employee Recognition: We aim to Win, and we love to celebrate Wins with our People. We also offer a Phantom Share Program and annual bonuses!

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 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 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

JANA is committed to accommodating applicants with disabilities throughout the hiring process; in accordance with the Accessibility for Ontarians with Disabilities Act (AO DA). Please let us know if you require accommodation at any stage of the hiring process. By applying for a position with JANA, you understand that we use third party systems and recruiting agencies that may employ the use of Artificial Intelligence within their programs for finding, screening, assessing, and/or selecting candidates. You also understand that offers of employment are contingent upon the successful completion of a background check. The type of check performed is determined by the role and JANA's employment policies. Checks may include any of the following: employment verification, employment references, SIN validation, education verification, criminal records check, search against global sanctions and government watch lists, and/or credit check. You will be notified during the hiring process which checks you are required to complete. We thank you for your interest. Only candidates selected for an interview will be contacted.