Position Title: Mid-Market Sales Executive

Location: Virtual, United States

Employment Type: Full-Time

Onsite, Remote or Hybrid: Remote

Department: Sales

Hiring Manager: VP Global Mid-Market

Travel: Semi-Frequent (Up to 25%)

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 nine 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 looking for 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 the Aprimo 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 Aprimo 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.

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 Aprimo's 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 Aprimo's 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:

The Essentials
- 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)
- Formal sales training is preferred, but is not required
- Achieve quotas in excess of $850,000
Additional Successful Qualities
- 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

APRIMO CULTURE & WHY YOU'LL LOVE WORKING HERE:

Aprimo offers a forward-thinking, progressive and employee-first culture that is based in both collaboration and flexibility with team members who are friendly, intelligent and enthusiastic people that are committed to the product and mission here at Aprimo.
- With 5 offices worldwide and teams spread throughout the US, EMEA and Philippines, our multicultural teams work cross-departmentally and across continents and cultures towards a shared goal.
- We offer a diverse environment that promotes DEI efforts, values multiple perspectives and fresh thinking and which includes Aprimo HELPS, an employee resource group (ERG) that is dedicated to giving back to our local communities
Through its relaxed environment, Aprimo embodies a more casual "Silicon Valley" atmosphere.
- We have a casual dress code that allows employees to express themselves as individuals and which fosters a creative and free-thinking approach to problem solving and business solutions. And it also allows us to wear hoodies and shorts during internal meetings.
Unlimited PTO, flexible work schedules and all positions allowing for either entirely remote or hybrid working arrangements create a deeply rewarding work-life balance.
- Our unlimited PTO encourages employees to take time off to un-plug, rest, and recharge.
- With flexible work schedules, employees can attend to personal matters, such as stepping away to pick up their children from school or to get a much-needed haircut.
- In a recent internal survey, 89% of staff cited work-life balance as being one of the most rewarding aspects of working at Aprimo!
Part of the key to our success is that team members are not only successful at collaboration and open communication, but that they are also given a great deal of autonomy and freedom in their own individual roles.
- Our culture is not a micro-managing environment - rather, employees are encouraged to be self-starters, to voice new ideas, and to exercise ownership in their individual roles.
- As such, individual team members can leave a lasting impact and footprint within the organization - in fact, our average employee tenure is 7.7 years.
Aprimo employs a "choose your own adventure" approach to career advancement.
- Staff members are not siloed into roles and for many of our teams there is no set ladder that one needs to climb to achieve growth and promotion.
- Rather, we emphasize an organic approach to career development in which employees can and do frequently transition into newly created roles within their own teams or transition into other departments based on their interests in exploring new skills and responsibilities.
- For additional learning and development, we recently rolled out Udemy, which is an online learning platform that employees have access to and which features over 200,000 courses on a wide variety of business topics.

APRIMO BENEFITS WE OFFER:

Compensation is comprised of a base salary and commissions structure
Competitive benefits coverage that begins on the first day of employment, and includes:
- Medical benefits with low premiums and choice of two programs (PPO or High Deductible)
- Dental benefits with choice of two programs (PPO or HMO)
- Vision benefits program
- Health savings account (HSA)
- Flexible spending accounts (FSA) for medical care, dependent care, and commuter/transit benefits
- 401(K) savings plan that matches the first 4% of compensation at 100%, and the next 2% at 50%
- Basic life insurance covered at 100% and twice the base salary, with additional voluntary/optional coverage available
- Disability insurance covered at 100% for 10 weeks for short term disability and covered at 50% for long term disability
- For both biological and adoptive parents, maternity leave is paid at 100% for up to twelve weeks and paternity leave is paid at 100% for two weeks
- Employee Assistance Program (EAP) that provides employees with mental health resources and therapy consulting

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.

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. In addition to federal law requirements, Aprimo complies with applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities. 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. Undue hardship is defined as an action requiring significant difficulty or expense when considered in light of factors such as an employer's size, financial resources and the nature and structure of its operation.

Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities

The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor's legal duty to furnish information. 41 CFR 60-1.35(c)