Enterprise Account Manager

hace 1 semana

Madrid Centro, Madrid, España IBM A tiempo completo
About the Role

We are seeking a highly skilled Enterprise Account Manager to join our team at IBM. As an Enterprise Account Manager, you will be responsible for running 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.

Key Responsibilities
  1. Run a portfolio of current enterprise customers, building relationships across a range of personas and functions within the customer organization, to include IT Operations and Finance.
  2. Focus on building relationships 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.
  3. Handle multiple complex sales efforts, supporting a renewal base of multiple millions of dollars in annual revenue.
  4. Forecast business accurately and close both new and renewal revenue opportunities for Apptio's Technology Business Management SaaS offering.
  5. Articulate the Apptio value proposition to senior business leaders, including the CIO, CFO, and their senior staff, and solve problems promptly and efficiently by marshaling the required Apptio resources and leading the collective team to enable customer success.
Requirements
  1. Demonstrable previous experience and a successful track record in selling software solutions.
  2. Sales Account Management experience, including upselling, cross-selling, and renewals.
  3. Experience in selling enterprise SaaS-based solutions.
Preferred Qualifications
  1. Successful at growing and extending commercial relationships with customers at senior level.
  2. Past experience as a Presales Consultant or Technical Account Manager would be a plus.
  3. Demonstrated track record of consistent over-achievement against assigned quotas.
  4. Knowledge and experience of handling highly complex technology sales processes.
  5. Prior experience in a start-up environment is not required but will be weighed positively.
  6. You should have a strong executive presence, intelligent, polished, and articulate.
  7. You have been regarded as an authority within your field.
About IBM

IBM is a leading technology and consulting company that infuses core business operations with intelligence, from machine learning to generative AI, to help make organizations more responsive, productive, and resilient. We help 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 data centers, 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. Our hybrid cloud platform is one of the most comprehensive and consistent approaches to development, security, and operations across hybrid environments, a flexible foundation for leveraging data, wherever it resides, to extend AI deep into a business.

We are committed to creating a diverse environment and are proud to be an equal-opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender, gender identity or expression, sexual orientation, national origin, caste, genetics, pregnancy, disability, neurodivergence, age, veteran status, or other characteristics.

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