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Job DescriptionAt Aptem we’re passionate about creating solutions that enable our customers to deliver world-class training offerings that support their learners in developing in their chosen careers. Demand for our end-to-end SaaS solutions is ever increasing and we are continuing to expand rapidly as a business. If you’re interested in joining a talented, committed and driven team that is leading the charge in this fast-growing space, then you should apply!This is an exciting opportunity to play a critical role in supporting the growth of our business by joining our successful sales team. Your role will be to take interested prospects through our consultative sales approach and establish how our market leading solutions can add value to their organisation.There will be lots of product, industry and sales training along with support from experienced colleagues that will enable you to take advantage of our uncapped commission plan, putting you in control of your earning potential.At present, most of our sales team work remotely, but we have a London office in Old Street with lots of great venues for lunch and regular celebrations! Many of our team are permanently remote and split most of their time between working from home and meeting prospects at their sites. We are happy to be flexible in terms of where in the country you prefer to be based.For the right candidate, this is a great opportunity to develop your SaaS sales career, work with a fun team and be successful!Key focus of the role:To manage and close qualified new business sales opportunities in your assigned target markets, predominantly selling into apprenticeship training providers, colleges and universities.Key ResponsibilitiesPerformanceSell into assigned accounts.Achieve performance against clearly defined key performance indicators.Achieve monthly, quarterly and annual sales targets.Opportunity managementTailor Aptem demonstrations and presentations to suit the prospective client’s individual requirements in face to face or digital meetings.Completion of opportunity management sheets in large opportunities.Understand why the prospective client would buy Aptem products and services.Gain an understanding of the decision-making unit inside the prospect and the individual wins each stakeholder is aiming for.Ask the right questions to extract the buyer’s procurement process and accurate timelines for forecasting.Apply the Opportunity Scorecard to all opportunities and review at the right stages.Develop market sector knowledge and keep current on industry issues and initiatives that can be drawn on to engage and position Aptem products and servicesProduct knowledge sufficient to manage product deep dives sessions with prospective buyersBid managementManage the tasks and timelines for bid completion leaving plenty of time for review.Source all the answers needed to prepare a bid from company documented resources before pulling in additional people.Can prepare a bid pitch and demonstration in line with bid guidelines.Use bid scorecard to evaluate if the opportunity to bid is worth our resource and investment.Ask the right questions to help support the bid scorecard, gain clarity and to respond with the best as possible bid document.Able to quickly and accurately manage access to any online bid portal provided by the prospective client.Focus on qualityQualify sales opportunities in line with ideal customer profile, principally by telephone, email and social media.Plan own activity to ensure all leads are explored and followed up.AdministrationLog all calls/meetings/contacts and email activity into the CRM system and actively manage the client database to ensure information is accurate and kept up to date to enable accurate reporting, forecasting and targeted marketing activity to generate new business.Collate accurate information on prospective clients on to the CRM system to enable future follow up.Identify past prospects for follow up calls and meetings. Re-establish contact to sustain interest in Aptem products/services.Produce excellent quality and customised proposals for the prospective client.Complete all handover documents and invoice request forms accurately and in a timely manner.Schedule and complete internal handover call with Implementation Consultant to confirm what has been sold to the customer.MarketingAttend events & seminars representing Aptem.Feed into the marketing team key messages, challenges and trends seen inside our prospective clients.Skills Knowledge and ExpertiseKey skills and technical knowledge:Excellent understanding of the Aptem platform, its system functionality and its outputs.Good understanding of Salesforce.Good working knowledge of Microsoft Teams.Working knowledge of other Office 365 applications (Outlook, SharePoint, Word, PowerPoint etc.)Key competencies:Strong, professional communication skills across all channels (face-to-face, email, presentations, calls, etc.)Maintains clear professional verbal communication at a controlled pace and can use their tone to build relationships and influenceMaintains good communication hygieneAdapts their communications style based on their audienceCan communicate often complex and technical topics in an easy-to-understand wayAsks open and curious questions and listens to the responseRecognises that they are their own Brand, representing Aptem alwaysWill challenge politely the clients thinkingIs politely assertive when dealing with more challenging individualsUses body language to manage the room and enable them to build relationships, influence, handle tough questions and invite good onesAdopts an open and honest style of communication that provides full transparency of the capabilities of Aptem products and servicesExperienced with engaging and managing stakeholders at all levels.Builds trusted stakeholder relationships quicklyEffectively manages stakeholder expectationsDelivers difficult messages professionally and with confidenceAbility to influence people at all levelsExcellent negotiation skills.Can hold the full price of Aptem Products and Services and bring the client back to the value addCan maintain standard terms and conditions and understands the importance of doing so to better manage the clients contract change requestsRefuses to negotiate early in the sales cycleCan say “No” to a prospectDemonstrates good personal organisation and close attention to detailAgrees and prepares customised agendas for their prospective client meetingsPrepares tailored presentations and demonstrations based on their prospective client’s requirementsBenefits27 days holiday allowance plus bank holidays, with an additional day off on your birthday.Option to take up to 2 days of paid volunteering leave every year.Half a day off at the end of the working week during June, July and August.Electric vehicle scheme.Option to purchase up to 5 days of additional leave.Company pension scheme.Life insurance.Private health insurance with Aviva.Discounted gym membership.Retail and other discounts.Employee Assistance Programme.Learning and development budget.Regular paid social events throughout the year.About AptemAptem are pioneers in developing technology solutions for the vocational training, further education and welfare to work sectors. Aptem's mission is to create innovations that unleash new levels of efficiency, productivity and personal growth – something that we have been achieving since 2009. Our commitment to quality has been recognised time and again by our customers, award wins, ISO 9001 and ISO 27001 accreditations, and Cyber Essentials Plus certification.
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