Sales Lead, Microsoft Alliance

USA - Boston or East Coast

About us

At Aptitude we love complexity.

Every business is made up of millions of little details that make them different from anyone else on the planet. Finding the joy in this complexity can be the difference between the mundane and the magnificent – which is why we commit to getting to know every single business we work with inside and out.

Immersing ourselves in the intricacies of finance digitization, subscription management, compliance, and revenue management gives us the power to make a real impact. Once we understand how an organization works, we can implement solutions that provide the clarity, confidence, and control they need to drive growth and achieve their ambitions.

Aptitude are currently serving over 75 CFOs whose organizations generate a combined revenue of over $1 Trillion.

We are growing 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, we have five office locations around the world with clients across four continents

What you'll do

As the Sales Lead, Microsoft Alliance, your main responsibility is to meet or exceed your revenue targets through the growth of recurring revenue through the acquisition of net new clients sourced from Microsoft and related partner field resources and/or via channel partners affiliated with Microsoft in line with Aptitude’s  Ideal Client Profile.

You will be commercially focused, able to coach the wider organization on optimal approaches to maximizing revenue and growth through Microsoft as an alliance partner, and be outcome and value focused in line with the strategy and focus of Aptitude.

You will be responsible for:

  • Building pipeline and delivering global targeted revenue attributed to the Microsoft Alliance.
  • Developing and evolving the global Microsoft Alliance sales strategy.
  • Ensuring Microsoft field and related partner field resources have the tools necessary to support your revenue targets.
  • Coordinating Aptitude sales and solution consulting resources across regions in support of the Microsoft Alliance.
  • Being a leading member of the Global Microsoft Alliance Team.
  • Building long-term, trusted relationships with Microsoft global field leaders.
  • Being an expert on selling with Microsoft and through their partner network.

As the Sales Lead, Microsoft Alliance, you will be an enthusiastic and creative leader with the ability to inspire others and lead through our values. You will be responsible for leveraging your leadership skills and experience to maximize the output of those that support you and will know how to coach success. You’re on the expert-level when it comes to sales and partner training (Value Selling) and you will effectively strengthen and improve internal talent.

You will be responsible for forecasting business and marketing needs, achieving monthly quarterly and annual sales targets. You will formulate and implement sales and partner tactics, processes (Ideal Client Profile, Deal Strategy, Top Account Plan) and reporting/analytics to improve and measure performance. In addition, you will coordinate with you internal teams and provide feedback on market requirements, product capabilities and future industry developments and trends. You will leverage all Sales Systems (SFDC, etc) to ensure you are reporting correctly and consistently.

What we're looking for

Our ideal candidate will have the following skills & experience:

  • Strong understanding of Aptitude’s product offerings, differentiators and can clearly articulate the value of our software and services – ability to unveil and create value and develop your team to this standard.
  • Ensure resources are maximizing the sales profitability, growth and account penetration within the assigned territories using a variety of proactive and creative structured inbound/outbound methods – in line with outcome and actionable focused plans.
  • Excellent mentoring and coaching to own the coaching and development of others.
  • Ability to consistently establish best practice, repeatable processes and effectively promote wider adoption across the business.
  • Ability to oversee and support multiple sales cycles at a time across regions,while maintaining meticulous attention to detail and quality output for prospects.
  • Ability to leverage client life cycle awareness to support sales, solution consulting, project shaping, project scoping, sizing and contract
  • Monitor performance against metrics and take continuous action to achieve targets to improve performance.
  • Leading and guiding the development of a strategic plan and execution against revenue targets.
  • Ability to work collaboratively and resolve conflict across different functional areas as well as with external partners and stakeholders.
  • Can lead the design, build and execution of regional programs that create compelling joint value propositions and successful go-to-market strategies with teams internal and external to Aptitude.
  • Ability to act as a trusted advisor at all levels of the client’s organization (up to C-level), Microsoft and internally at Aptitude Software.
  • Ability to effectively manage escalations and senior partner relationships.
  • Ability to continuously refine the Microsoft Alliance sales function in line with growth
  • Ability to influence the adoption and continued use of Aptitude Software products and services through strong relationships – be regarded as a trusted advisor
  • Strong negotiation and commercial skills with a problem-solving attitude.
  • A strong communicator with excellent writing and presentation skills

How to apply

Please click on the ‘Apply now’ button below, including your CV/resume and any other relevant information that will help us get to know you better.

Sales Lead, Microsoft Alliance

USA - Boston or East Coast

Apply now