What are the responsibilities and job description for the Enterprise Sales Executive position at Money Fit by DRS?

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, delivering an innovative, industry-leading SaaS solution that changes the way companies like AT&T, National Park Foundation, Laborie, SOS Children’s Villages, WTA, and Bank of America work, create, collaborate, and learn to deliver exceptional brand experiences at scale.

Aprimo helps enterprises unleash the power of their content by providing 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 content performance.

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 :

We are looking for an experienced Sales Executive to exceed targets and drive customer growth for Enterprise 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. In the role, you will identify business needs and apply your knowledge to develop and present world-class solutions. Candidates will need to be energetic, motivated, eager to learn, passionate about their craft, and driven by success.

Software sales is in a constant state of evolution, so we seek candidates who possess the ability to listen, advise, recommend, and guide along the buying journey.

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, outlining the strategy and approach 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 for individual account prospecting and 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, while maintaining new steps and actions
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, representative of why we won for future sales artifacts
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, selling to Marketing professionals and other business leaders

Multilingual candidates strongly preferred - ideally German or French speaking

Proven track record of selling solutions in a purely new business role – strong performance against target

Proven performance in high value, multi-touch sales cycles

History of working with partners (SIs, ISVs, consulting firms)

Formal sales training is preferred, but not required

Achieve quotas in excess of $850,000

History of success in Mid-Market size new business prospecting and account development

Experience developing strategies on assigned accounts to fully leverage technology solutions and grow the lifetime value of the account

Proven ability to sell complex projects from conception to closure with experience managing internal and external resources to achieve objectives

Experience building trusted relationships with C-Suite and end users

Documented success in achieving assigned sales targets, ensuring client retention and meeting satisfaction targets

Excellent listening and probing skills

Ability to adapt to changing sales environments and personalities

Excellent presentations and negotiation skills

Ability to focus on identifying and selling to business challenges and not just the technology

Ability to demonstrate an understanding of a marketing technology ecosystem

PHYSICAL REQUIREMENTS :

Must be able to remain in a stationary position, often standing or sitting for prolonged periods

Must be able to move about to accomplish tasks or move from one worksite to another

Must be able to perform light physical work that includes lifting or moving objects up to 20 lbs. or medium work that includes moving objects up to 50 pounds on occasion

Must be able to communicate with others to exchange information

Must possess the ability to receive detailed information through oral communication at normal speaking levels

Must be able to repeat motions that may include the wrists, hands, and / or fingers

This job operates in a professional office environment, routinely using standard office equipment such as computers, phones, photocopiers, etc.

EEO STATEMENT :

Aprimo provides 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. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.

ADA STATEMENT :

Aprimo is required to make a reasonable accommodation to the known disability of a qualified applicant or employee if it would not impose an ‘undue hardship‘ on the operation of the employer‘s business.

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Salary : $850,000

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