As an Enterprise Sales Leader, you will sell, help others sell, and be involved in forecasting across the EMEA region, whilst reporting into the Global SVP Sales.
You will be viewed as the trusted advisor selling and helping others sell Aptitude products and services directly or via partners. You will take ownership, responsibility, and be accountable for the full lifecycle of the sales process from opportunity identification both through your own outbound qualification of inbound, Partner or BDR developed leads through to closure.
You will be focused on selling Fynapse, our Next Generation AI-enabled Finance Data Hub, but have the opportunity to sell and help others sell our full range of products.
You will quickly build a strong understanding of Aptitude's product offerings and differentiators and the ability to clearly articulate and evangelize the value proposition for our software and services with ROI stories. 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 marketing and partner management teams.
You are expected to coach your peers with the latest sales techniques and support on opportunities. There is the potential for this role to grow into a Head of EMEA Sales role.
You will be expected to generate 50% of your pipeline via your direct prospecting activity in line with your campaign plans, with the remainder through partner and inbound marketing channels. You will work closely with the 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 relationships at every level, including the C-Level, and effectively using them as coaches throughout the lifecycle of the sales process.
Your responsibilities will include: 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, and particular challenges that prospects are looking to resolve. Coaching and supporting the wider EMEA sales team with the latest sales techniques and message coaching. 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. Work with the SVP Sales to provide accurate sales forecasts aligned to your targets and those of the region. 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.
Where you'll be: Whilst this role is based from either our London or Manchester office, we support hybrid working. 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 the Office of Finance with an understanding of their day-to-day challenges. 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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