Account Executive

Position Title: Account Executive Location: Virtual, United States Employment Type: Full-Time Onsite, Remote or Hybrid: Remote Department: Sales Hiring Manager: VP of Sales Travel: Semi-FrequentBenefits: Medical, dental, vision, HSA, FSA, 401(K), life insurance, parental leave, and mental health resources all beginning on first day of employment. See Benefits section below for more details. 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 Fortune 500 organizations 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 and Aprimo UNIFIES, we build on the power of our people to make an impact both in our industry and in our communities.POSITION SUMMARY: As an Account Executive (AE) at Aprimo, you will be responsible for managing a book of business for existing customers. The focus is on the retention and expansion of this assigned customer base. You will be responsible for creating and executing the account strategy which includes the leading all aspects of a commercial engagement. The expectation is that you can balance a high level of retention with an aggressive growth trajectory. WHAT YOU WILL BE RESPONSIBLE FOR: Renewal and Retention: Proactively engage with customers to understand their evolving needs and challenges, ensuring high customer satisfaction and retention levels. Partner with the Customer Success Manager (CSM) to address any customer concerns, drive adoption and foster a positive customer experience. Customer Expansion:Identify opportunities for upselling and cross selling our products and services to existing customers through new business lines, geographies, departments and by way of new/current products that Aprimo brings to market.Leverage cross functional teams to support complex sales cycles. Create tailored proposals and pitches for all renewals, expansion opportunities and RFPs. Partnership Strategy: Create and execute the strategy to help customers evolve their partnership with Aprimo in a joint-venture manner.Organize, plan and facilitate a consistent cadence of strategic meetings including quarterly business reviews. It is expected that an account executive will be in-person with customers periodically.Paperwork and Contracts: Manage and lead all contract-related processes including renewals, expansion opportunities and RFPs throughout the entire sales motion.Ensure compliance with contractual agreements and terms. Product Knowledge: We expect an account executive to become highly proficient with the product - working with an entrepreneurial spirit for continued growth and mastery of our world-class technology.CANDIDATE QUALIFICATIONS & WHY YOU'RE A GREAT FIT FOR THE ROLE:The Essentials Bachelor's degree preferred in relevant field Minimum of 5 years of experience in an enterprise or strategic account management role Proven performance in high value, complex sales cycles History of working with partners (Solution Integrators, etc) Consistent quota achievement - retention and expansion (GRR, NRR) Experience developing strategies on assigned accounts to fully leverage technology solutions and grow the lifetime value of the account Additional Successful Qualities Experience building trusted relationships with C-Suite and end users Strong business acumenEffective verbal, written and presentation skillsEmbodies a positive attitude and team player mentalityExcellent listening and probing skills Ability to naturally adapt to rapidly changing sales environments and personnel dynamicsChallenger mentality as it relates to commercial negotiationsAbility to demonstrate focus on identifying and selling the thread of value across different segments in an enterprise 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. Unlimited PTO, flexible work schedules and all positions allowing for either entirely remote or hybrid working arrangements create a deeply rewarding work-life balance.Our unlimited PTO encourages employees to take time off to un-plug, rest, and recharge.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 AprimoPart 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. APRIMO BENEFITS WE OFFER: Target Compensation: Annual base salary target of $125,000 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 commissions structure Competitive benefits coverage that begins on the first day of employment, and includes: Medical benefits with low premiums and choice of two programs (PPO or High Deductible) Dental benefits with choice of two programs (PPO or HMO) Vision benefits program Health savings account (HSA) Flexible spending accounts (FSA) for medical care, dependent care, and commuter/transit benefits 401(K) savings plan that matches the first 4% of compensation at 100%, and the next 2% at 50% Basic life insurance covered at 100% and twice the base salary, with additional voluntary/optional coverage available Disability insurance covered at 100% for 10 weeks for short term disability and covered at 50% for long term disability For both biological and adoptive parents, maternity leave is paid at 100% for up to twelve weeks and paternity leave is paid at 100% for two weeks Employee Assistance Program (EAP) that provides employees with mental health resources and therapy consulting 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/standingMust 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 DisabilitiesThe 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)