Mid-Market Account Executive (Remote)

Overview

Position Title: Account Executive

Location: Virtual, EMEA

Employment Type: Full-Time

Onsite, Remote/Flexible, or Hybrid: Remote

Department: Sales

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 five 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

POSITION SUMMARY:

As a Account Executive, you will be responsible for articulating the value of our 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 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 our 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 our 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 responsibilities and duties as required

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
  • Fluency in French is required
  • 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
  • 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.
• Flexible work schedules and all positions allowing for either entirely remote or hybrid working arrangements create a deeply rewarding work-life balance.
• 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.

• Ranked #1 in AI Metadata & Search by Forrester, Aprimo sits on the cutting-edge of technology and is paving new paths forward by incorporating AI (artificial intelligence) into our product offerings.
• We offer generative AI in a secure environment built for brand safety and governance. Our AI-powered content operations platform, with industry leading digital asset management (DAM) software at its core, helps to optimize the creative process and improve the user experience with better search, recommendations, categorization and summarization.
• Our AI empowers marketing teams to automate tasks, analyze data, and personalize content, ensuring scalability without sacrificing productivity.
• AI automatically identifies asset characteristics and transforms them into words a human would search for. Translation, image alterations, personalization, and more are all streamlined by AI.
• With our platform, marketers can efficiently produce a larger volume of content, engage customers on a personalized level, curate relevant materials, and make data-driven decisions to drive their content strategies forward.
• Our AI offers up to 72% increase in discoverability and productivity, up to 61% reduction in production time, and up to 66% faster time to market.

Aprimo Benefits We Offer

• Target Compensation: Annual base salary target of the GBP or EUR equivalent of $100,000 to $120,000 USD and OTE of $200,000 to $240,000 USD depending on job related knowledge, skills, and level of experience. This is a general guideline only and not a guarantee of compensation or salary. Additional factors considered in extending an offer include (but are not limited to) responsibilities of the job, education, experience, knowledge, skills and abilities, as well as internal equity, alignment with market data, or other law.
• Competitive benefits coverage that begins on the first day of employment

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 & ADA Statements

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.