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Introduction
As an organization, IBM has a very strong culture; it is open, transparent, and very customer focused. Leaders in the organization consistently showcase the following key attributes and look to build teams that embrace these qualities every day:
Growth Mindset
Dealing with ambiguity and change
Take ownership and has accountability
Customer-focused
Foster an inclusive environment
Your Role and Responsibilities
- Run a portfolio of current enterprise customers, engaging in a continual selling effort to improve the value of the Apptio solution and craft demand for additional revenue opportunities beyond the initial subscription business.
- Focus on building relationships across a range of personas and functions within the customer organisation, to include IT Operations and Finance. Interact at both the senior executive and operational management level to effectively convey our value proposition and promote use and adoption within the customer’s organization.
- Handle multiple complex sales efforts, supporting a renewal base of multiple millions of dollars in annual revenue.
- Forecast business accurately and close both new and renewal revenue opportunities for Apptio’s Technology Business Management SaaS offering.
- Articulate the Apptio value proposition to senior business leaders including the CIO, CFO, and their senior staff. Solve problems promptly and efficiently by marshaling the required Apptio resources and leading the collective team to enable customer success.
- Be passionate about ensuring a customer realises significant value with Apptio.
Required Technical and Professional Expertise
- Demonstrable previous experience and a successful track record in selling software solutions.
- Sales Account Management experience, including upselling, cross selling and renewals.
- Experience in selling enterprise SaaS based solutions.
Preferred Technical and Professional Expertise
- Successful at growing and extending commercial relationships with customers at senior level.
- Past experience as a Presales Consultant or Technical Account Manager would be a plus.
- Demonstrated track record of consistent over-achievement against assigned quotas and club attendance.
- Knowledge and experience of handling highly complex technology sales process is needed.
- Prior experience in a start-up environment is not required but will be weighed positively.
- You should have a strong executive presence - intelligent, polished, and articulate.
- You have been regarded as an authority within your field.
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?
Location StatementIBM wants you to bring your whole self to work and for you this might mean the ability to work flexibly. If you are interested in a flexible working pattern, please talk to our recruitment team to find out if this is possible in the current working environment.
