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AVP Sales, SMB

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Apttus

2021-12-03 07:34:39

Job location Barkingside, Greater London, United Kingdom

Job type: fulltime

Job industry: Sales & Marketing

Job description

We're looking for a candidate to fill this position in an exciting company.



  • Support the sales team in selling solutions
  • Develop a strong understanding of key differentiators, internal/external systems, sales methodologies and processes in Contracts sales cycles.
  • Support the close of complex deals involving multiple executive level stakeholders
  • Drive revenue by helping the sales team navigate the customer buying process, engaging key stakeholders, and ultimately closing the deal
  • Demonstrated experience managing complex contracts sales cycles and negotiating win-win agreements based on value-based selling
  • Work with our Solutions Engineer team to ensure they are understanding contracts requirements and positioning our solution to solve customer needs
  • Work cross-functionally with our Sales Enablement, Product, and Product Marketing teams to help them provide product enhancements, collateral, and training to support our sales teams' selling of solutions
  • Work closely with Marketing, Partners, and the Sales Team to help them increase demand generation efforts to increase contracts opportunities
  • Lead the Sales Team to accurately forecast contract opportunities and achieve the contracts quota month over month
  • Capitalize and build on existing relationships, and collaborate with partners to develop new opportunities including extensions to the existing arrangement
  • Understand and communicate the business value and ROI of products and solutions
  • Analyze deal requirements, the potential for mutual gain and financials; evaluate all options and recommend the most viable solution and business arrangement
  • Lead quarterly business review meetings
  • Other duties as assigned

  • 10+ years of quota-carrying SaaS / b2b software sales experience as outbound / field sales executive
  • 5+ years of SaaS B2B sales team management experience
  • Experience in account management within the salesforce.com ecosystem or other leading technology
  • Strategic and analytical thinker, able to blend technology vision and business strategy to deepen client relationships, ability to align technology with business objectives
  • A demonstrated track record of managing, coaching, developing a sales team
  • Track record of leading a team that is over-achieving quotas
  • Ability to quickly understand technical concepts and explain them to audiences of varying technical expertise
  • Ability to build relationships and influence cross-functionally
  • Experience managing and closing complex sales cycles
  • Previous Sales Methodology training and customer references preferred
  • Bachelor's degree in engineering, computer science, business, marketing or equivalent work experience.
  • 50% travel

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