Sales Executive - Life Sciences (Remote)

Position Title: Sales Executive - Life Sciences
Location: Virtual, US
Employment Type: Full-Time
Department: Sales - Industry Solutions
Hiring Manager: Industry VP, Life Sciences
Travel: Semi-Frequent (Up to 25%)
COMPANY SUMMARY:
Aprimo is a pioneer of the marketing resource and digital asset management space, with a continually evolving SaaS solution that pushes the industry forward. But, more than that, Aprimo is dedicated to delivering innovative, helpful, cutting-edge software to help marketing teams efficiently collaborate and execute their strategies.
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 nine offices internationally, including Chicago headquarters, and offers a flexible work-from-home/remote-work policy.
POSITION SUMMARY:
Aprimo is looking for experienced Sales Executives to drive growth within our Life Sciences global market. As a Sales Executive, you will be responsible for articulating the value of the Aprimo for Life Sciences platform to Pharma, Biotech, and Medical Device organizations of all sizes. In this role, you will identify business needs and apply your knowledge to develop and present world-class Aprimo solutions. Candidates will need to be energetic, motivated, eager to learn, passionate about their craft and driven by success. The Life Sciences industry is fast changing, innovative and in a constant state of evolution. We are seeking 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
• Work with prospects to identify business challenges through detailed and structured discovery
• Qualify and respond to RFIs/RFPs while coordinating and organizing input from multiple sources within Aprimo
• Present relevant proposals and demonstrate the capabilities of Aprimo's 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 Aprimo's 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 duties and responsibilities as assigned

APRIMO CULTURE, BENEFITS & WHY YOU'LL LOVE WORKING HERE:

• Forward-thinking, progressive and employee-first culture
• Casual environment and relaxed dress code
• Flexible work schedules and a work-from-home/remote-work policy
• Innovative, agile, and collaborative team environment that values multiple perspectives and fresh thinking
• Competitive commissions structure
• Diverse environment that promotes DEI efforts and includes Aprimo HELPS, an employee resource group (ERG) that is dedicated to giving back to our local communities

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
  • 3 or more years of successful achievement within the Life Sciences industry or related compliant industry
  • 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 $1MM
• Additional Successful Qualities
  • History of success in Enterprise size new business prospecting and account development specifically within the life sciences vertical
  • 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
  • Self-starter mentality with the ability to work independently
  • Ability to communicate effectively and promptly
  • Positive attitude who displays a relentless commitment to win with an entrepreneurial approach
  • Excellent listening and probing skills
  • Ability to naturally adapt to changing sales environments and personalities encountered
  • Ability to effectively contribute ideas and solutions to group work and to direct individual accomplishments towards organizational objectives with high levels of personal integrity
  • Excellent presentations and negotiation skills
  • Driven and motivated work ethic with a passion to succeed
  • 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

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 STATEMENT:
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.
ADA STATEMENT:
Aprimo is required to make a reasonable accommodation to the known disability of a qualified applicant or employee if it would not impose an "undue hardship" on the operation of the employer's business. Undue hardship is defined as an action requiring significant difficulty or expense when considered in light of factors such as an employer's size, financial resources and the nature and structure of its operation.
Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities
The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor's legal duty to furnish information. 41 CFR 60-1.35(c)