Sales Director

Nordic Region

aPriori is a software company located in Concord, Massachusetts that develops and markets product cost management software. The company was founded in 2003. Since then, we have invested 75 man-years of development into our product and acquired numerous world class manufacturing corporations as customers.

Fundamentally, aPriori software and services generate hard-dollar product cost savings for discrete manufacturing organizations. Using aPriori’s real-time product cost assessments, employees in sourcing, manufacturing and design engineering make more-informed decisions that drive costs out of products pre- and post-production. With aPriori, manufacturers launch products at cost targets, maximize savings in re-work projects and never overpay for sourced parts. As a result, aPriori customers significantly reduce product costs and measurably improve overall financial performance.

The Sales Representative is responsible for closing cross-organization, enterprise-level orders using a value selling approach. The majority of sales activity will be in pursuing new customers, but expanding revenue in existing accounts will also be an area of focus.

• Responsible for selling aPriori’s software solution to new and existing accounts
• Responsible for achieving assigned sales goals for customers in a defined geographic territory
• Professional qualification of prospects and target accounts
• Identification, review and evaluation of customer requirements (e.g. costing process analyses, software requirements specifications)
• Deliver customer presentations, discovery workshops
• Orchestrate a team selling approach: coordinate resources from marketing, professional services, engineering and product management to facilitate obtaining new business
• Develop and communicate customer-specific value propositions and implementation scenarios

Required Skills and Experience

• College Degree
• Expertise in Enterprise (cross-organization) software sales with at least 5+ years of experience
• Strong track record in sales at other organizations
• Experience selling Enterprise Software Solutions that impact multiple disciplines; strong at Value Selling at the Executive Level
• Consultative approach; very good communication and presentation skills; independently driven, results-oriented approach to work
• Demonstrated ability to research & understand a prospect’s business objectives and create tailored solution proposals based on these objectives
• High willingness to travel

Optimal Skills and Experience

• Experience managing complex global accounts
• Proven track record selling enterprise software solutions into the Automotive industry
• Background/education in Design Engineering/Cost Engineering/Manufacturing Engineering
• Thorough knowledge about business processes and systems applied in product costing
• Experience with should cost estimating for common manufacturing technologies (metal, plastics, etc.) and/ or (cash flow-based) business case calculation
• User experience with costing systems and high affinity for IT systems
• Success at selling PLM Supply Chain Management and/or ERP systems

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