• Focusing on net new customers with a disciplined approach to territory and account management • Owning the full Sales Cycle from prospect to close. • Engaging partners where appropriate • Identification of prospect “White Space” • Articulating desired prospect business outcomes • Making timely decisions about which opportunities JAGGAER will pursue; Establishing an annual territory plan (within assigned vertical) and articulating discrete actions required to win new business. • The AE will manage and coordinate every aspect of specific sales opportunities—from prospecting to contract signature • Must be capable of driving and closing a sale, writing proposals, and negotiating contracts with people at all levels. • Provide input to internal teams on market trends, competitive products, prospect/client feedback, market needs/requirements, and other areas as requested • AE is required to prospect and generate a solid pipeline and to sell within the prescribed vertical to net new customers • AE should achieve 4x quota coverage in pipeline • AE should utilize JAGGAER prospecting tools in their day to day activity • AE should document pipeline building activity • AE is required to enter all sales activity into Salesforce.com (SFDC) • As JAGGAER qualifies an opportunity and pursues it through its lifecycle, the AE must systematically create updates to the opportunity record and reflect current information regarding sales stage, key dates, deal size, and so on • AE will contribute to the development of solutions being proposed for prospects • AE will assist in identification of the customer Return on Investment • AE will assist in gathering information for services Statement of Work • AE will be able to white board solution maps for customers • AE will be able to land and expand solutions • As JAGGAER develops the solution for an AE’s account, the AE must be able to articulate the questions that explain the value proposition, pricing, and competition in the sale • AE should be able to strategically position JAGGAER solutions relative to the competition and clearly differentiate JAGGAER’s unique offerings • Ability to execute on mutually agreed upon closing/project plans with prospects