Introduction
At IBM, work is more than a job - it's a calling: To build. To design. To code. To consult. To think along with clients and sell. To make markets. To invent. To collaborate. Not just to do something better, but to attempt things you've never thought possible. Are you ready to lead in this new era of technology and solve some of the world's most challenging problems? If so, lets talk.
Your Role and Responsibilities
You are an individual contributor responsible for managing existing revenue across our product portfolio for current Apptio customers. This role offers tremendous visibility within Apptio's Sales leadership team including debriefing on accounts on a frequent basis. You will combine your domain expertise with solid business insight to successfully position our applications to provide value/ROI as aligned to our customer's business initiatives. This position offers uncapped income potential in a dynamic and fast paced environment.
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Apptio is culture that is focused on delivering wildly successful customers. We do this by empowering our employees to act, be transparent, and be accountable for the results they are responsible for delivering. We get things done and we do things right at Apptio. You will find a collection of ambitious and insightful people that also want to lend a hand, work as a team, and prioritize the customer experience above all else. Our account management function is a global team made up of seasoned sales professionals. The company looks to that team to ensure customers realize value from our products and that we maintain and grow that revenue stream year in and year out. As a result, there is tremendous support for enabling the success of the Account Management team from all levels of the company.
What we want you to do:
• Managing our current commercial sector customer portfolio, continuously engaging in efforts to enhance the value of our Apptio solution and generate additional revenue opportunities beyond the initial subscription business.
• Building essential relationships with key stakeholders across various roles and functions within customer organizations, such as Business Units, IT Operations, and Finance. Your interactions will span from senior executive to operational management levels to effectively communicate our value proposition and encourage product adoption within the customer's organization.
• Juggling multiple sales efforts while supporting a renewal base involving millions of dollars in annual revenue.
• Providing accurate revenue forecasts and closing both new and renewal opportunities across our expanding product portfolio.
• Clearly articulating our value proposition for each product line, aligning them with each customer's unique strategic initiatives and presenting them to senior business leaders, including the CIO, CFO, and their senior staff. You will also efficiently address and resolve issues by coordinating the necessary Apptio resources and leading the team to ensure customer success.
Required Technical and Professional Expertise
• Multiple years of software sales experience, preferably in Cloud, Agile, or Infrastructure.
• Experience in technology-related new business sales, including a track record of successful closures.
• Strong verbal and written communication skills.
• The ability to establish credibility with customer executive decision-makers and stakeholders.
• Proficiency in using CRM software systems, preferably Salesforce.
• Experience collaborating with and selling alongside partners.
• Familiarity with selling in a fast-paced and dynamic sales environment.
Preferred Technical and Professional Expertise
• Experience in selling to Cloud, Agile, or Infrastructure/DevOps teams.
• Preference for SaaS and/or Analytics experience.
• A background in public cloud infrastructure and pricing.
• Proven experience in C-level selling and negotiation.
• Formal solutions selling training is a plus.
• Frequent travel will be required to visit prospects and customers.
• The ability to work independently from home and during travel in an unstructured and flexible capacity to meet simultaneous sales objectives.
• Remote customer and internal work will be necessary, so comfort in extended phone conversations, conference calls, and remote computer sessions is important.
• Occasional work or travel during weekends may be required to meet customer and prospect needs and ensure successful revenue generation.