Sales Director

Midwest US & Continental US

aPriori is a software company located in Concord, Massachusetts that develops and markets Design for Manufacturability and Design to Cost 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 manufacturability and 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 on time, 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. Sales activity will be focused on pursuing new customers.

Responsibilities
• Responsible for selling aPriori’s software solution to new prospects
• 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 prospect requirements (e.g. costing process analyses, software requirements specifications)
• Deliver customer presentations, discovery workshops
• Orchestrate a team selling approach: coordinate resources from marketing, customer success, engineering and product management to facilitate obtaining new business
• Develop and communicate customer-specific value propositions and implementation scenarios

Required Characteristics, Skills and Experience

Characteristics:
• Strong drive, persistence, heart, and desire to win
• Able to establish credibility with prospects & colleagues
• Sales EQ/instincts/intuition
• Fast learner/intelligent
• Team Player
• Coachable
• Ability to build a strong business justification and present this to Exec Level
• Strong business acumen
• Attention to detail

Experience:
• At least 7 years of meeting or exceeding quota in an enterprise software sales position
• Strong track record of successfully selling net-new software + services deals to enterprise prospects
• Selling cloud solutions a plus
• Proven track record selling to discrete manufacturers with revenues of $1B and greater
• Sold to the business side, not IT Tools
• Ability to manage medium volume of >$250k deals
• Closed 6-8 deals a year
• Closed deals upwards of $1m in TCV
• Managed a pipeline of 15 to 25 new opps
• Proof of ability to access and sell at the executive level

Optimal Skills and Experience
• Experience managing complex global accounts
• 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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