Sales Director - Expansion Focus

Anywhere in US

Sales Director posting – Expansion Focus, anywhere in USA

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 Expansion Sales Director is responsible for closing cross-organization, enterprise-level orders using a value selling approach. Sales activity will be focused on selling additional software/services into existing customers.

Responsibilities
• Responsible for achieving assigned software/services sales goals for specific, named enterprise customers
• Professional qualification of expansion opportunities
• Identification, review and evaluation of expansion 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 expansion business
• Develop and communicate customer-specific value propositions and implementation scenarios

Required Characteristics, Skills and Experience
Characteristics:
• Strong Drive, persistence and will to win
• Able to establish credibility with customers
• Sales EQ/instincts
• Willing to professionally challenge customers
• Builds strong and trusted relationships
• Ability to understand Customer’s Business conditions and goals
• Sells using a value-based approach
• Ability to probe and generate opportunities beyond current users and application

Experience:
• At least 7 years of meeting or exceeding quota in an enterprise software sales position
• History of selling Large (>$250K ARR) Expansion deals and/or deals with >$1M TCV
• Proof of ability to access and sell to executives
• Selling to $1B and greater Discrete MFG. Customers
• Sold to the business side, not IT Tools
• Enterprise Global Account Management experience
• Selling across the customer’s entire ecosystem, including suppliers
• Has Managed upwards of 10 Enterprise Customers

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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