Mid-Market Sales Executive (Remote)

at  Aprimo Marketing Operations UK Ltd

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.
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:

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. 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.

PHYSICAL REQUIREMENTS:

• Must be able to remain in stationary position, often standing or sitting for prolonged periods and performing sedentary work that primarily involves sitting/standing
• Must be able to move about to accomplish tasks or moving 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, including conveying detailed or important spoken instructions to others accurately, loudly, or quickly
• 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 (i.e., repeated typing, etc.)
• The worker is required to have close visual awareness to perform an activity and to assess the accuracy, neatness and thoroughness of the work assigned, such as: preparing and analyzing data and figures; transcribing; viewing a computer terminal; extensive reading.
• This job operates in a professional office environment. This role routinely uses standard office equipment such as computers, phones, photocopiers, filing cabinets, etc.

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, 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

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

• 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 preferred
• 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 is 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 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