Sales Manager/Partner Sales Manager

The Aternity Sales Manager/Partner Sales Manager reports directly to Aternity's CEO and is responsible for sales of the Aternity Frontline Performance Intelligence Platform directly to Global 2000 enterprises by:

• Selling the Aternity Frontline Performance Intelligence Platform through direct customer contacts (Direct Sales)
• Working closely with Aternity Partners, including IT Outsourcers (ITOs), System Integrators (SIs), Independent Software Vendors (ISVs) and Hardware and Infrastructure vendors to sell the Aternity Frontline Performance Intelligence Platform to Partner customers (Partner Sales)
• The Sales Manager will be responsible for the entire life cycle of the sales process including: Pipeline Building, Product Presentations, Proposals, RFPs, Negotiations and Contracting
• The Sales Manager will prove he/she has exceptional sales and leadership skills in a short amount of time, and will have aspirations of becoming a Director of Sales
• The Company is flexible regarding the location of the Sales Manager on the East Coast. The Company’s preference however is to hire a “Boston-based” candidate, however the primary selection criteria will be based on the quality and characteristics of the candidates
• 50% travel required

Must have experience:

• 8+ years of direct and at least 3 years indirect sales experience
• A winning track record of selling complex, enterprise software solutions, through both direct and indirect channels, to senior executives at F1000 enterprises
• Majority of previous experience selling System Management / Software Platforms and Tools with an average sale price of at least $250K
• Sufficient technology experience / background to understand Aternity’s technology value proposition, architecture and deployment models and map Aternity’s solution to customers’ needs
• Deep technical and business understanding of Application Performance Management or other IT Infrastructure Management space a major advantage
• Extensive industry sales expertise in at least one of the following verticals: Financial Services, Healthcare/Pharma, Manufacturing, Energy, Retail and Telecommunications
• Ideally the candidate will have significant experience selling to Corporate IT by partnering with IT Outsourcers, System Integrators, ISVs, Hardware Manufacturers and/or other Resellers
• Excellent consultative and competitive sales skills that leverage both strong process and relationship-driven technique
• Proven ability to penetrate, build and nourish meaningful, long term relationships with senior executives and other key stakeholders within the enterprise
• A strong personal contributor with an entrepreneurial spirit and mature sales execution capabilities and experience

Background and Characteristics:

• A love of sales / a student of sales
• Articulate and persuasive communicator (written and spoken)
• Rock star presentation skills to small and large audiences
• Hunter personality, strong prospector, comfortable and proficient at cold calling / pipeline building
• Strong presence and personality resulting in the ability to build trust and respect quickly
• Proven track record of exceptional performance exceeding goals on a continuous basis
• A winning track record of selling complex, enterprise software solutions through direct and indirect channels to Global 2000 enterprises 
• Documented sales and quota achievement success through direct and indirect sales
• Proven ability to negotiate win-win, enterprise-wide deals
• Prior experience and successful track record with early stage technology companies a plus
• Detailed oriented “multi-tasker” with strong Word, Excel and PowerPoint skills
• Highly attentive to details (many, many details)

Education:

• Bachelors Degree in Business or Engineering disciplines or equivalent experience.
• MBA a plus