Senior Enterprise Sales Executive
5 days ago
**About us**:
At Aptitude Software we provide software solutions that create a world of financial confidence.
We uniquely combine deep finance expertise and IP rich technology to enable finance professionals to run their global businesses, forecast decision outcomes and comply with complex regulations.
We are proud to have served the offices of finance for over 20 years, delivering financial control and insights to empower our clients achieve their strategies and ambitions. Aptitude Software supports businesses with combined revenues approaching $1 trillion and over 500 million end customers.
We have experienced incredible growth over the last few years and we are excited to further grow our team with smart, motivated, passionate people who share our three core values - being one think ahead, being the guru and being the difference. We are proud of the team we’re building, and believe diverse experiences and perspectives build stronger teams and better products.
Headquartered in London, Aptitude Software is an operating company of Aptitude Software Group plc.
**What you'll do**:
As an Enterprise Sales Executive for North America you will be viewed as the trusted advisor, both internally and externally, to sell Aptitude Software’s (‘Aptitude’) products and services directly or via partners across your agreed sector(s). You will build a strong understanding of Aptitude’s product offerings and differentiators, and clearly articulate and evangelize the value proposition for our software and services with ROI stories within your responsible sectors and product set.
You will be responsible for proactively defining your business development campaign plans in order to meet or exceed the annual target for your territory, and for managing and executing campaigns in partnership with the North America marketing and partner management team. You will be expected to generate 50% your pipeline via your direct prospecting activity in line with your campaign plans, with remainder through partner and inbound marketing channels where you will work closely with Partner Management Team to establish relationships with in-territory partners across relevant sectors and your key target accounts.
A key part of your role will be to independently establish and maintain multiple prospect and partner coach relationships at every level (across both finance and IT), including the C-Level, and effectively using them as coaches throughout the lifecycle of the sales process.. You will take ownership, responsibility and be accountable for the full lifecycle of the sales process, and independently coordinate and lead all follow-up to ensure all parties fully understand next steps and timing.
You will be responsible for developing, executing, managing, and updating actionable and outcome focused sales plans, and for providing accurate sales forecasts aligned to your targets. You will also creatively and effectively utilize and orchestrate internal and external parties during the sales process, including partners, marketing, pre-sales, product management and professional services. You will also leverage all Sales & Marketing technology (e.g. SFDC, LinkedIn, Marketo, Outreach, Bambu) to ensure you are reporting on the opportunity status in your territory correctly and consistently and leveraging all tools available to build pipeline and engagement from prospects and partners. You will be a key Aptitude Champion and advocate of selling the value our solutions bring to our clients.
**What we're looking for**:
- Proven and consistent track record of achieving maximum sales value vs target, profitability, growth and account penetration within assigned territory, using a variety of proactive and creative structured inbound/outbound methods and partner channels.
- Deep experience of complex high value and competitive new business sales environments with exposure to one or more of the following sectors: Technology, Telco, Hi-Tech Manufacturing.
- Ideally with previous experience selling Billing and Revenue Management solutions and/or experience of selling into the CFO/Office of finance in the Technology sector in Sub Ledger, Financial Close, ERP, F&A solutions for example.
- A self-starter who excels in making a difference in small/niche software provider
- Experience of consistently and programmatically identifying (generating pipe) and proactively managing new opportunities through direct prospecting and partner channels
- Experience of effectively connecting the business by managing the entire complex sales process and collaborating with internal and external (partner) teams
- Ability to establish and maintain strong relationships with senior level (including C level) contacts - quickly establishing and utilizing coaches to ensure all decision makers are covered
- Experience of managing, monitoring, nurturing and maintaining direct partner relationships (at the Partner level) - is the trusted and credible go-to for your territory
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