Partner Solutions Consultant

Introduction

As a Partner Solutions Consultant you will be responsible for collaborating with our partners to drive revenue for our Targetprocess solution by helping to qualify sales opportunities, bridging the gap between the partner and Apptio internal sales resources as needed, and bring those qualified opportunities to closure. You will manage compelling solution-based value propositions, demonstrations, RFI/RFPs, technical validation activities, and implementation strategies that address the prospect's critical needs and business requirements. You will lead development of the solution to propose as well as implement these solutions for clients.

You: You enjoy working independently from home and able to travel in an unstructured and fluid capacity to meet simultaneous sales objectives. Travel is required on an as needed basis. Remote customer and internal work required; you are comfortable in extended phone conversations, conference calls, and remote computer sessions. Work or travel on a weekend is sometimes required to meet customer and prospects needs to ensure successful revenue generation.

• Discovery: Assist partners in the identification of potential sales opportunities and in discovering a particular prospect's development challenges and vision for a solution to those challenges.
• RFI/RFP Responses: Lead the creation of a response to a specific prospect's request for information or proposal, including creating and formatting the content, ensuring the quality of the response, and ensuring timely delivery of the response.
• Product Presentations & Demonstrations: Deliver product presentations and configured demonstrations that clearly articulate Apptio ability. The resulting demonstration and subsequent outcomes are initial proofs as to how Apptio can deliver value based on what was learned about that prospect in a Discovery session and throughout the engagement. These are to be delivered both live and remotely. Also, assist partners new and old in development of their own custom demo environments as needed.
• Apptio Architecture / Technical Components Overview: Deliver an in-depth overview of Apptio's technical architecture and proprietary product capabilities that displays our unique value in the market.
• Implementation: You will be the primary lead to implement our solutions to include process mapping, solution design and implementation, proof-of-concept support. Deep dive into partner implementation processes to perform health checks and provide recommendations on how to better utilize our solutions to maximize value for customers via partners.
• Partner Success: Day to day partner support. Provide technical assistance and ongoing support related to embedding our solutions into a partner's service offerings as well as mentoring partners on product and business domain best practices.
• Technical Validation Events: Manage to successful conclusion the sometimes necessary technical validation events that require Apptio Presales to leverage data and other information provided by a prospect to show that prospect, in detail specific to them, the value of leveraging Apptio's solution.
• Transfer Knowledge: Share your selling and technical experience with the rest of the Apptio Presales team, both formally and informally.
• Collaboration and Support: Assist other Solution Consultants in the execution of the above responsibilities.
• Offer Feedback: Provide feedback to product management about the successes and failures in the field.
• This job can be performed from anywhere in the US.

• Expert in Agile Methodologies, such as SAFe, and Lean Portfolio Mgt and experience with Agile planning tools.
• Familiarity with basic financial, accounting concepts
• Familiarity with the pillars of the Well-Architected Framework
• Strong written and verbal communication skills.
• Strong presentation skills.
• Proven collaborator and liaison with all levels and departments within an IT organization.
• Technical skill and/or ability to acquire in-depth knowledge and use of Apptio products.
• Strong work ethic and ability to work autonomously given fundamental priorities and responsibilities.
• Strong organizational skills with the ability to multi-task and prioritize well in a fast paced, dynamic work environment.

• 5+ years' experience in a presales capacity successfully selling Agile software solutions to IT organizations of various industries strongly desired.
• Consulting background.
• Bachelor's Degree in Computer Science, Information Systems, Finance, or equivalent degree.

• Healthcare benefits including medical & prescription drug coverage, dental, vision, and mental health & well being
• Financial programs such as 401(k), the IBM Employee Stock Purchase Plan, financial counseling, life insurance, short & long- term disability coverage, and opportunities for performance based salary incentive programs
• Generous paid time off including 12 holidays, minimum 56 hours sick time, 120 hours vacation, 12 weeks parental bonding leave in accordance with IBM Policy, and other Paid Care Leave programs. IBM also offers paid family leave benefits to eligible employees where required by applicable law
• Training and educational resources on our personalized, AI-driven learning platform where IBMers can grow skills and obtain industry-recognized certifications to achieve their career goals
• Diverse and inclusive employee resource groups, giving & volunteer opportunities, and discounts on retail products, services & experiences