Enterprise Sales Executive (Remote)

Aprimo - Chicago, IL

Full-time - Entry Level

Hybrid - Chicago, IL

Professional, Scientific, and Technical Services

About the position

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, ever changing and innovative, so we seek candidates who possess the ability to listen, advise, recommend, and guide along the buying journey.

Responsibilities

• 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, while always recording and 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

Requirements

• 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
• 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)
• 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 naturally adapt to changing sales environments and personalities encountered
• Excellent presentations and negotiation skills
• Ability to demonstrate focus on identifying and selling to business challenges and not just the technology
• Ability to demonstrate an understanding of a marketing technology ecosystem

Nice-to-haves

• Multilingual candidates strongly preferred - ideally German or French speaking preferred
• Formal sales training is preferred, but is not required

Benefits

• Flexible work schedules and all positions allowing for either entirely remote or hybrid working arrangements
• Casual dress code that allows employees to express themselves as individuals
• Access to Udemy, an online learning platform with over 200,000 courses
• Employee resource group (ERG) dedicated to giving back to local communities
• A culture that promotes DEI efforts and values multiple perspectives