Aptean is a leading provider of mission critical enterprise software solutions. We build and acquire industry-focused solutions to support the evolving operational needs of our customers. Our solutions help nearly 5,000 organizations stay at the forefront of their industries by enabling them to operate more efficiently, thereby ensuring higher customer satisfaction. For more information, visit www.aptean.com.

The Senior Principal, Sales Enablement is responsible for the identification, development, and delivery of sales enablement programs that support and extend the capabilities of Aptean’s Partners and Account Managers in order to more quickly and successfully grow the Aptean business.  He/she works independently, works well cross-functionally, and is a thought leader in terms of determining how best to package required elements into internal and external education programs. He/she has strong, advanced communication and problem-solving skills, and can successfully work with and manage a virtual, cross-functional team.

Scope

Knowledge: Professional expert in the field, uses professional concepts in developing resolution to critical issues and broad design matters, also suggest alternate solutions which could be technically and financially viable for organization and customers alike. Influences final decision with senior managers and executives.   

Complexity: Works on complex issues that impact design/selling success and analysis of situations requires expert knowledge of the company. Participates in corporate development of methods, techniques and evaluation criteria for projects, projects and technical aspects. Leverages formal networks with key decision makers and serves as external spokesperson for the organization.

Supervision: Exercises wide latitude in determining objectives and approaches to critical assignments. Influences key decisions based on merit.

Organization

·         No current managerial responsibilities

Principal Duties and Responsibilities

1.    Develop sales enablement programs externally (Partners) and internally (Sales/Account Managers) that increase competencies and build skills for the target audience around specified areas of focus, including product knowledge, functional capabilities (sales, account management, services and support), strategic problem-solving and client relationship management.

2. Lead the design, implementation, and delivery of high-value, easy-to-use sales tools (sales guides, playbooks, training decks, presentations, etc.) and process documentation to support strategic sales enablement initiatives

3.    Work cross-functionally (Product Groups, Sales/Account Management, Customer Solutions, etc.) to determine and develop content for the above programs and tools

4. Translate critical sales strategy initiatives into focused programs, communications and activities that have the highest potential for attracting and retaining customers and increasing the profitability of existing client relationships.
5. Act as sales champion across the business to ensure that the right programs, tools and content are developed to support Account Management and Partner Sales teams
6. Manage and reinforce sales methodology and sales processes to understand and enhance what skills, knowledge, process and tools are required by our Account Management and Partner Sales teams

7.    Communicate with leadership levels within Aptean and Partner organizations

Help to develop and coordinate sales training events with sales leadership

Education

Bachelor's degree requires

Work Experience

Typically requires a minimum of 10 years of building and managing sales and marketing programs for software companies, specifically in the areas of Partner Channels and Sales/Account Management, as well as a Bachelor’s degree.

Knowledge, Skills & Abilities

·         Strong written and verbal communication skills

·         Critical thinking and problem-solving skills

·         Ability to identify gaps in delivery and develop effective solutions to bridge those gaps

·         Advanced knowledge of PowerPoint and making strategic presentations

·         Experience with solution selling and various sales methodologies

·         Strong project management, coordination, and presentation skills

·         Ability to prioritize tasks effectively

·         Team leader with collaborative and strong interpersonal skills.

·         Ability to thrive in a fast-paced, unpredictable environment.

Aptean, Inc., is an Equal Employment Opportunity Employer. In accordance with applicable federal, state and local laws No applicant for employment with Aptean shall be subjected to discrimination because of race, color, sex, national origin, religion, disability, age, covered military veteran status, reprisal for engaging in anti-discrimination activities, protected genetic information, sexual orientation or parental status.

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