Apptio Partner Sales Manager Italy

Our acquisition by IBM is reinforcing our spot of market leader and will reserve some future product evolvements that will make us an even stronger position in the market . As a note we are acting as a separate business unit under IBM.

Your role and responsibilities

Responsible for advancing new and existing Strategic and Regional SI's in Italy The primary objective of this role is the revenue growth through partners of Apptio. The role will lead the optimization and activation of an existing partner base, while simultaneously accelerating the development of new partners. The successful candidate will win, maintain, educate, and expand relationships with their channel partners.

You are an energetic, self-motivated and successful professional, who have sold and delivered great partner value in your region. You have exceeded your targets, built new markets, and collaborated with your eco system in achieving your company goals.

You are fluent and comfortable with challenging and inspiring senior key stakeholders in strategic and channel partners, as well as capable of driving initial domain expertise conversations with all layers.

You have strong experience of collaborating closely with partners (System Integrators, Hyperscale's and Resellers) to identify customer needs, leverage joint solutions, and strategically co-sell.

You deeply understand the challenges between Finance, IT and the business, and you preferably already know FinOps, TBM and Scaled Agile on a high level.

Your mentality is "can do" and you work as an entrepreneur with high quality and ethical standards.

Multiple partners in your territory already know you well, and their impression of you helps you drive business and open doors.

Responsible for achieving customer introductions via partners that lead to sales and represent Apptio products and services to partners that our joint offerings developed with strategic partners. The Channel & Alliances Manager must have a background selling software solutions, effective channel recruitment, and enablement strategies, conducting in-person sales calls and having a history of educating channel partners to achieve success. The role will involve driving pre-developed GTM's with our Strategic Partners (examples being Accenture, AWS, Cap Gemini, IBM Consulting, Deloitte and EY, Protiviti) as well as driving joint business with a range of country focused IBM business partners. You speak Italian as your other tongue and English fluently.

Required education

Bachelor's Degree

Preferred education

Bachelor's Degree

Required technical and professional expertise

We are looking for someone with:

• Bachelor's degree or equivalent with proven success in channel sales, extensive experience in enterprise software and a background in a SaaS based company

• MBA or other advanced degree would be beneficial

• An extensive network of channel partners within the assigned territory

• Documented success of bringing new channel partners to an organization

• Proof of quota attainment and meeting performance objectives

• Talented cross-functional collaborator able to develop trusted relationships and rapport

• Excellent communication skills, including the ability to exercise assertiveness to influence others to create desired sales results

• Strong initiative, organization and prioritization skills with the proven ability to work in a self-directed environment

• Flexible, innovative, and able to respond appropriately in a time-critical environment

• Excellent presentation skills

• Ability to travel up to 50% of the time

A minimum of three years of demonstrated experience in working with two or more of the following companies is required:

• Accenture

• Deloitte

• Cap Gemini

• Amazon Web Services and or Azure

• Protiviti

• IBM Consulting

• E&Y

Working Conditions:

• Frequent travel required visiting partners.
• 3 days a week in the office
• Need to be able to work independently in an unstructured and fluid capacity in order to meet simultaneous sales objectives.

Preferred technical and professional experience

• You understand strategic selling by building strong relationships at CxO level throughout complex partner organizations
• You open doors at large partners, build pipeline, manage complex sales processes, forecast accurately and you support opportunity pursuits by collaborating with many teams
• You articulate the Apptio value proposition to senior partner business leaders
• Quickly grasp and convey key financial management concepts that are the core of the Apptio solution.
• Need to be able to work independently in an unstructured and fluid capacity in order to meet simultaneous sales and partner objectives.
• Challenge the partners status-quo around their current business operations.
• Propose solutions which enable and align to the partners growth strategies through technology innovations.
• Liaise with the different side of the organisation and leverage IBM ecosystem and colleagues to ensure the success of your partner and sales campaigns, you are in the driving seat
• Work as a team and collaborate with marketing & Sales organizations to develop high-level plans to drive revenue growth.
• Frequent travel required visiting partners.

ABOUT BUSINESS UNIT

IBM Software infuses core business operations with intelligence-from machine learning to generative AI-to help make organizations more responsive, productive, and resilient. IBM Software helps clients put AI into action now to create real value with trust, speed, and confidence across digital labor, IT automation, application modernization, security, and sustainability. Critical to this is the ability to make use of all data, because AI is only as good as the data that fuels it. In most organizations data is spread across multiple clouds, on premises, in private datacenters, and at the edge. IBM's AI and data platform scales and accelerates the impact of AI with trusted data, and provides leading capabilities to train, tune and deploy AI across business. IBM's hybrid cloud platform is one of the most comprehensive and consistent approach to development, security, and operations across hybrid environments-a flexible foundation for leveraging data, wherever it resides, to extend AI deep into a business.

YOUR LIFE @ IBM

In a world where technology never stands still, we understand that, dedication to our clients success, innovation that matters, and trust and personal responsibility in all our relationships, lives in what we do as IBMers as we strive to be the catalyst that makes the world work better.

Being an IBMer means you'll be able to learn and develop yourself and your career, you'll be encouraged to be courageous and experiment everyday, all whilst having continuous trust and support in an environment where everyone can thrive whatever their personal or professional background.

Our IBMers are growth minded, always staying curious, open to feedback and learning new information and skills to constantly transform themselves and our company. They are trusted to provide on-going feedback to help other IBMers grow, as well as collaborate with colleagues keeping in mind a team focused approach to include different perspectives to drive exceptional outcomes for our customers. The courage our IBMers have to make critical decisions everyday is essential to IBM becoming the catalyst for progress, always embracing challenges with resources they have to hand, a can-do attitude and always striving for an outcome focused approach within everything that they do.

Are you ready to be an IBMer?

ABOUT IBM

IBM's greatest invention is the IBMer. We believe that through the application of intelligence, reason and science, we can improve business, society and the human condition, bringing the power of an open hybrid cloud and AI strategy to life for our clients and partners around the world.

Restlessly reinventing since 1911, we are not only one of the largest corporate organizations in the world, we're also one of the biggest technology and consulting employers, with many of the Fortune 50 companies relying on the IBM Cloud to run their business.

At IBM, we pride ourselves on being an early adopter of artificial intelligence, quantum computing and blockchain. Now it's time for you to join us on our journey to being a responsible technology innovator and a force for good in the world.

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