Position Title: Mid-Market Sales Executive
Location: Virtual, EMEA
Employment Type: Full-Time
Onsite, Remote or Hybrid: Remote
Department: Sales
Hiring Manager: VP Global Mid-Market
Travel: Semi-Frequent
COMPANY SUMMARY:
Here at Aprimo, our mission is to empower the marketing organizations of today to build the brands of tomorrow. Aprimo is a pioneer of the marketing resource and digital asset management space, and we deliver an innovative, industry-leading SaaS solution that changes the way companies like AT&T, National Park Foundation, Laborie, and Bank of America work, create, collaborate, and learn in order to deliver exceptional brand experiences at scale.
Founded in 1998, Aprimo has five offices internationally, including Chicago headquarters, and offers a flexible work-from-home/remote-work policy.
POSITION SUMMARY:
Aprimo is seeking an experienced Sales Executive to exceed targets and drive customer growth for Mid-Market accounts. As a Sales Executive, you will be responsible for articulating the value of our platform to various industries including Financial Services, Retail, Manufacturing, and Hi-Tech organizations less than $1B in annual revenue.
WHAT YOU WILL BE RESPONSIBLE FOR:
* Possess a “hunter” mentality and an energetic attitude to win new logos and grow existing business
* Create and maintain your plan to manage your book of business, which outlines the strategy and approach that will be used to meet or exceed your annual quota
* Continuously develop and maintain a qualified opportunity pipeline that exceeds ‘3x’ your annual quota
* An appetite to continuously learn about our products, competitors and adjoining technology segments
* Work with prospects to identify business challenges through detailed and structured discovery
* Present relevant proposals and demonstrate the capabilities of our SaaS software offering across differing buying centers
* Prepare sales strategy, pre-sales resources, pricing, and negotiation for closure
* Collaborate with marketing to create and drive a nurture program to support pipeline development
* Work closely with assigned demand generation resources for appointment setting
* Develop new and creative ideas to be used in individual account prospecting and broad segment-specific targeted marketing campaigns
* Collaborate with alliance and partner networks as well as your relationships to build new business
* Accurately document information on each opportunity through our system of record, SFDC
* Develop and maintain market knowledge and competitor positioning to be a credible advisor in this field
* Identify and attend relevant industry events and prospect/customer meetings that support pipeline creation
* Conduct yourself in a manner that makes each new win a long-term referenceable customer
* Collaborate with Marketing to create post-sales materials
* Additional duties and ad-hoc projects as assigned
CANDIDATE QUALIFICATIONS:
* Bachelor’s degree in relevant field
* Minimum of 4 years previous experience in a client facing new business role within a software sales, SaaS, digital or technical sales environment
* 3 or more years of successful sales achievements, ideally within a Cloud-based software company
* Proven track record of selling solutions in a purely new business role
* Proven performance in high value, multi touch sales cycles
* History of working with partners (SIs, ISVs, consulting firms)
* Achieve quotas in excess of $850,000
* History of success in Mid-Market size new business prospecting and account development
* Proven ability to sell complex projects from conception to closure
* Experience building trusted relationships with C-Suite and end users
* Excellent listening and probing skills
* Excellent presentations and negotiation skills
* Ability to demonstrate focus on identifying and selling to business challenges
APRIMO CULTURE:
* Aprimo offers a forward-thinking, progressive and employee-first culture that is based in both collaboration and flexibility.
* Flexible work schedules create a deeply rewarding work-life balance.
* Part of the key to our success is that team members are encouraged to be self-starters, to voice new ideas, and to exercise ownership in their individual roles.
* Aprimo employs a “choose your own adventure” approach to career advancement.
PHYSICAL REQUIREMENTS:
* Must be able to remain in stationary position, often standing or sitting for prolonged periods.
* Must be able to communicate with others to exchange information.
EEO Statement:
We provide equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, gender identification, national origin, age, disability or genetics.
ADA STATEMENT:
Aprimo is required to make a reasonable accommodation to the known disability of a qualified applicant or employee.
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