Aptitude Software - Enterprise Sales Executive

Company: Aptitude Software
Location: Boston
Posted on: February 1, 2025

Job Description:

Responsibilities

• Define and execute against an agreed annual Go To Market (GTM) plan, review the plan with the team quarterly and ensure full alignment with Marketing and Product divisions.
• Take full responsibility and ownership of meeting and exceeding quarterly and annual ARR revenue commitments.
• Research and develop your personal knowledge of your target sector/s of responsibility to maintain a deep understanding of all relevant aspects within these sectors which may include identifying key messages, USPs, feature/functionality requirements, particular challenges that prospects are looking to resolve.
• Undertake, direct and support various marketing campaigns with Aptitude's Marketing team that will ultimately result in the generation of new leads within the target sectors across all target markets.
• Present, demonstrate and articulate the business, the platform, the value proposition and the key benefits to target prospective clients.
• Coordinate and lead all follow-up without dependence on others and ensure all parties (external and internal) fully understand next steps and timing.
• In conjunction with the pre-sales support teams, write proposals and present solutions that demonstrate and articulate a detailed understanding of the prospective client's project requirements, and how Aptitude's solutions will deliver against the specified requirements to ensure the success of the project.
• Work alongside Aptitude's Partner Management Team to support and develop strategic alliances with external 3rd party organizations that will benefit the business economically.
• Follow the Aptitude Sales Process, including ICP (Ideal Client Profile), Bid Review Committee Submission, Aptitude Solution Delivery Framework Documentation, Deal Surgery (Sales Peer and Management Review).
• Be responsible for developing, executing, managing, and updating actionable and outcome focused sales plans.
• Creatively and effectively utilize and orchestrate internal (marketing, partner, sales, client success, professional services, finance advisory, product, solution consulting) and external parties (partners) during your sales process.
• Leverage all Sales & Marketing technology (e.g. SFDC, LinkedIn, HubSpot, 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.We operate a Hybrid work policy which requires 2 days in an office where possible noting client and travel commitments.Minimum Requirements
  • A senior sales professional with a 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 Software sales environments with exposure to relevant sectors.
  • Experience of selling into Finance Services and the Office of Finance with an understanding of their day-to-day challenges.
  • Experience selling finance data management and/or solutions in the ERP ecosystem.
  • A self-starter who excels in making a difference in a small/niche software provider.
  • Experience of consistently and programmatically identifying (generating pipe from cold) 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), being the trusted and credible go-to for your territory.
  • Ability to lead the creation of sales material (value proposition) in line with prospects needs and requirements.
  • Ability to lead and manage proposal processes (budgetary proposals, Request for Information, Request for Proposals etc.) with no reliance on other resources for coordination.
  • Someone who leads from the front.
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