Senior Enterprise Sales Executive

Boston

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.

Headquartered in London, Aptitude Software is an operating company of Aptitude Software Group plc. ​


What you'll do

As a Senior 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 develop 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 take ownership for the full lifecycle of the sales process and 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 use them as coaches throughout this lifecycle.

Your responsibilities will include:

  • Proactively defining your business development campaign plans in order to meet or exceed the annual target for your territory.
  • Managing and executing campaigns in partnership with the North America marketing and partner management team, working closely with the latter to establish relationships with in-territory partners across relevant sectors and your key target accounts. 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.
  • Developing, executing and managing actionable and outcome focused sales plans, independently coordinating and leading all follow-up and ensuring all parties (external and internal) fully understand next steps and timing.
  • Providing accurate sales forecasts aligned to your targets
  • Creatively and effectively utilizing and orchestrating internal parties, including marketing, senior leadership, client success, solution consulting and product, as well as external partners during your sales process.
  • Leveraging all Sales & Marketing technology (e.g. SFDC, LinkedIn, HubSpot, Bambu) to report on the opportunity status in your territory correctly and consistently and leveraging all tools available to build pipeline and engagement from prospects and partners.

What we're looking for

The ideal candidate will have the following skills & experience:

  • Senior 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 relevant sectors (Financial Services, Technology, Telco, Hi-Tech Manufacturing), utilizing partners effectively and / or experience of selling into the CFO/Office of Finance.
  • 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.

How to apply

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

Senior Enterprise Sales Executive

Boston

Apply now