Introduction
The Apptio Field Sales Organization is a curious, urgent and high-spirited group of people building positive long-standing relationships with our customers, prospects and partners. Our passion is matched by our conviction of what the Apptio portfolio can bring to World Class IT and Finance organizations. Focused on results, we are committed to continuously improve, bring value and adapt to the key needs of our customers.
Your role and responsibilities
The Enterprise Sales Representative is an individual contributor sales role responsible for driving new subscription revenue opportunities within an assigned region. In this role you will drive sales from first contact to close and must be a self-starter. We will train you on how to deliver Apptio's business solutions to different personas within an organization including the C-Suite. You will learn how to combine a deep IT operational understanding with solid business acumen to effectively convey the value of Apptio's suite of applications to senior decision makers. You will also lead a Go-to Market (GTM) strategy for each client to ensure market penetration, revenue and profitability expectations. This includes the development of long-term relationships and key account planning. In return, this position offers uncapped income potential in one of the fastest-growing segments of the technology industry and an opportunity to join a company at the forefront of establishing leadership in this new market.
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You are a new business sales hunter who enjoys developing long-term client relationships as well as developing key account planning for these clients. You have a growth mindset and thrive in a collaborative, team centric environment. You have a successful track record of running a geographical territory with responsibility for performance against sales goals. You display a strong sense of urgency, effective time management skills and relish sales collaboration with internal departments/teams.
Required education
Bachelor's Degree
Preferred education
Master's Degree
Required technical and professional expertise
- Bachelor's degree
- 5+ year's enterprise sales experience selling non-transactional outside enterprise software.
- Background in public cloud infrastructure and pricing
Preferred technical and professional experience
- Sales history in land and expand new logo sales motion.
- Forecast accuracy, pipeline funnel management.
- Delivered consistent sales attainment on a direct quota.
- Ability to manage a business across a distributed organization.
- Experience in Persona based sales within enterprise IT.
- Experience in managing a demand generation engine to an assigned territory.
- Consistent record of selling in a volume and velocity model (land and expand).
- Exceptional customer facing abilities including communication and presentations skills.
- Proficiency in Salesforce.com.
ABOUT BUSINESS UNIT
IBM has a global presence, operating in more than 175 countries with a broad-based geographic distribution of revenue. The company's Global Markets organization is a strategic sales business unit that manages IBM's global footprint, working closely with dedicated country-based operating units to serve clients locally. These country teams have client relationship managers who lead integrated teams of consultants, solution specialists and delivery professionals to enable clients' growth and innovation. By complementing local expertise with global experience and digital capabilities, IBM builds deep and broad-based client relationships. This local management focus fosters speed in supporting clients, addressing new markets and making investments in emerging opportunities. Additionally, the Global Markets organization serves clients with expertise in their industry as well as through the products and services that IBM and partners supply. IBM is also expanding its reach to new and existing clients through digital marketplaces.
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.
OTHER RELEVANT JOB DETAILS
For additional information about location requirements, please discuss with the recruiter following submission of your application.