Business Development Representative (Remote/Flexible)

Position Title: Business Development Representative

Location: Austin, Texas

Employment Type: Full-Time

Onsite, Remote or Hybrid: Remote/Flexible (although this role is WFH, it must be based in Austin, Texas)

Department: Marketing

Hiring Manager: Manager of Business Development Representatives

Travel: Minimal

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.

Aprimo helps enterprises unleash the power of their content by providing a marketing automation software and digital asset management software that manages the behind-the-scenes activities involved in marketing. Our product allows companies to manage content planning, creation and distribution all in one place, store content and media in a shared repository, and receive in-depth insights into how content performs.

Founded in 1998, Aprimo has five offices internationally, including Chicago headquarters, and offers a flexible work-from-home/remote-work policy.

Named a Leader in Digital Asset Management (DAM) and Marketing Resource Management by Forrester and winner of the 2021 Tech Cares Award for our work with Aprimo HELPS, we build on the power of our people to make an impact both in our industry and in our communities.

POSITION SUMMARY:

At Aprimo, the Business Development Representative (BDR) will work with Demand Generation to assist Sales Executives (SE) to drive new business revenue. You will be required to utilize leading sales technology to meet activity and meeting quota per month.

WHAT YOU WILL BE RESPONSIBLE FOR:

• Work with Demand Generation to identify target prospects/stakeholders to engage with
• Work with marketing and Sales Executives to create and drive a nurture program to support pipeline development
• Build targeted lists for your outreach using ZoomInfo and Salesforce
• Work with prospects to identify business challenges through structured discovery conversations
• Effectively playback your understanding of the identified challenges while also demonstrating the value of Aprimo solutions that help solve these challenges
• Utilize product content and live product demonstration to communicate value of Aprimo and provide an amazing buyer experience
• Generate high-quality first-time appointments per month for your Sales Executive to attend
• Continue development and maintain a qualified opportunity pipeline that exceeds 3x of the team annual quota
• Identify any gaps in KPI’s against strategic territory plan
• Assist your SE to drive new business revenue into an assigned vertical territory
• Assist in qualifying RFIs/RFPs, coordinating and organizing input from multiple sources within Aprimo with your aligned SE
• Present relevant proposals and demonstrate the capabilities of Aprimo Application’s software across the range of differing enterprise buyers (Economic/Technical/User/Coach)
• Utilize existing networks and relationships to build new business
• Accurately document information on each opportunity through Aprimo’s SFDC CRM tool while always recording/maintaining next steps/actions
• Share inputs and collaborate with other departments in preparing sales materials, presentations, and technical publications
• Develop and maintain market knowledge and competitor positioning to be a credible advisor in this space
• Identify and attend relevant industry events that support pipeline creation
• Additional responsibilities and duties may be assigned as required

CANDIDATE QUALIFICATIONS & WHY YOU’RE A GREAT FIT FOR THE ROLE:

The Essentials

• Bachelor’s degree in a related field
• A minimum of 1-year experience in a similar role within a software provider, SaaS, digital or technical sales environment
• 1-2 years of related experience (marketing, sales, consulting, business process)
• Previous history meeting target goals
• Proven track record of booking meetings in a purely new business BDM/MDR role – strong performance against target

Additional Successful Qualities

• Self-starter mentality with the ability to work independently
• The ability to focus on identifying and selling to business challenges, not just the technology
• The ability to demonstrate understanding of digital landscape and importance of multi-channel communications
• An agile mind and a person who thrives in a fast moving and ever-changing sales environment
• Aptitude to manage numerous requests and time demands concurrently, while achieving goals from assigned territory
• Proven business development success through effective use of core sales tools: Salesforce, Intent, LinkedIn SalesNav, ZoomInfo, Microsoft Office etc
• Demonstrated ability to collaborate with a distributed sales team
• Capability of understanding customer pain points, requirements and correlating potential business to value that can be provided
• Promotes a strong sense of urgency for reaching goals and key deliverables. Acts without being told what to do. Brings new ideas to the company

APRIMO CULTURE & WHY YOU’LL LOVE WORKING HERE:

• Aprimo offers a forward-thinking, progressive and employee-first culture that is based in both collaboration and flexibility with team members who are friendly, intelligent and enthusiastic people that are committed to the product and mission here at Aprimo.
• With 5 offices worldwide and teams spread throughout the US, EMEA and Philippines, our multicultural teams work cross-departmentally and across continents and cultures towards a shared goal.
• We offer a diverse environment that promotes DEI efforts, values multiple perspectives and fresh thinking and which includes Aprimo HELPS, an employee resource group (ERG) that is dedicated to giving back to our local communities
• Through its relaxed environment, Aprimo embodies a more casual “Silicon Valley” atmosphere.
• We have a casual dress code that allows employees to express themselves as individuals and which fosters a creative and free-thinking approach to problem solving and business solutions. And it also allows us to wear hoodies and shorts during internal meetings.
• Unlimited PTO, flexible work schedules and all positions allowing for either entirely remote or hybrid working arrangements create a deeply rewarding work-life balance.
• Our unlimited PTO encourages employees to take time off to un-plug, rest, and recharge.
• With flexible work schedules, employees can attend to personal matters, such as stepping away to pick up their children from school or to get a much-needed haircut.
• In a recent internal survey, 89% of staff cited work-life balance as being one of the most rewarding aspects of working at Aprimo!
• Part of the key to our success is that team members are not only successful at collaboration and open communication, but that they are also given a great deal of autonomy and freedom in their own individual roles.
• Our culture is not a micro-managing environment – rather, employees are encouraged to be self-starters, to voice new ideas, and to exercise ownership in their individual roles.
• As such, individual team members can leave a lasting impact and footprint within the organization – in fact, our average employee tenure is 7.7 years.
• Aprimo employs a “choose your own adventure” approach to career advancement.
• Staff members are not siloed into roles and for many of our teams there is no set ladder that one needs to climb to achieve growth and promotion.
• Rather, we emphasize an organic approach to career development in which employees can and do frequently transition into newly created roles within their own teams or transition into other departments based on their interests in exploring new skills and responsibilities.
• For additional learning and development, we recently rolled out Udemy, which is an online learning platform that employees have access to and which features over 200,000 courses on a wide variety of business topics.

APRIMO BENEFITS WE OFFER:

• Target Compensation: Annual base salary target of $70,000 and commissions target of $30,000, depending on job related knowledge, skills, and level of experience. This is a general guideline only and not a guarantee of compensation or salary. Additional factors considered in extending an offer include (but are not limited to) responsibilities of the job, education, experience, knowledge, skills and abilities, as well as internal equity, alignment with market data, or other law.
• Competitive benefits coverage that begins on the first day of employment, and includes:
• Medical benefits with low premiums and choice of two programs (PPO or High Deductible)
• Dental benefits with choice of two programs (PPO or HMO)
• Vision benefits program
• Health savings account (HSA)
• Flexible spending accounts (FSA) for medical care, dependent care, and commuter/transit benefits
• 401(K) savings plan that matches the first 4% of compensation at 100%, and the next 2% at 50%
• Basic life insurance covered at 100% and twice the base salary, with additional voluntary/optional coverage available
• Disability insurance covered at 100% for 10 weeks for short term disability and covered at 50% for long term disability
• For both biological and adoptive parents, maternity leave is paid at 100% for up to twelve weeks and paternity leave is paid at 100% for six weeks
• Employee Assistance Program (EAP) that provides employees with mental health resources and therapy consulting