Your responsibilities will include:

As an Enterprise Sales Executive for North America you will be viewed as the trusted advisor (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, following the Aptitude Sales Process, including ICP (Ideal Client Profile), Bid Review Committee Submission, Aptitude Solution Delivery Framework Documentation, “Super 8” Sales Peer and Management Review. You will coordinate and lead all follow-up without dependence on others and ensure all parties (external and internal) 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 (marketing, NALT, SLT, partner, sales, client success, professional services, finance advisory, product, solution consulting) and external parties (partners) during your sales process. As such you will be trusted by your internal teams and be regarded as a credible, honest, and informed Aptitude Software team member.

As Enterprise Sales Executive you will 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.

We’ll also offer you a competitive salary and commission, as well as the following benefits:

• 401(k) retirement plan with matching
• Healthcare benefits – medical insurance, dental insurance and vision plan
• ShareSave scheme (ability to purchase company shares on preferential terms)
• Work from home options
• Please be aware that it’s remote opportunity. The role needs to cover Pacific Time Zone. Nevertheless, our office is located in Boston (you can expect occasional travels to Boston – few times per year).

The ideal candidate will have the following skills & experience:

The ideal candidate will have the following skills & experience:

• Experienced sales professional with 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

• 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

• Ability to work with the senior commercial team to negotiate and close complex deals and stay aligned with the team throughout the negotiation process

• Excellent public speaking skills, and exceptional presenting, written, oral skills with an extreme attention to detail

• Ability to consistently establish best practice, repeatable processes and effectively promote wider adoption across the business

Where you’ll be

• Boston with some travel.

Important Information

• Aptitude Software Inc is an equal opportunities employer and positively encourages applications from suitably qualified and eligible candidates regardless of gender, sexual orientation marital or civil partner status, gender reassignment, pregnancy or maternity, color, nationality, ethnic or national origin, race, religion or belief, disability, age, or trade union membership. Candidates who wish to be considered for employment with Aptitude Software Inc must be able to produce proof of right to work documentation, in accordance with the relevant documents as listed in the Immigration (Restriction on Employment) Order 2004, upon request at any stage during the selection process. Information supplied for these purposes during the selection process, either electronically or manually, will be treated with the utmost confidentiality, and security of the information will be maintained at all times. In the event that the application for employment is unsuccessful, such supplied information will be destroyed