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 MindsetDealing with ambiguity and changeTake ownership and has accountabilityCustomer-focusedFoster an inclusive environmentYou: An individual contributor responsible for running a portfolio of current enterprise customers. You will combine your SaaS sales experience with solid business insight to successfully position Apptio's suite of applications to provide value/ROI. In return, this position offers uncapped income potential in one of the most strategic, fastest-growing segments of the technology industry and an opportunity to join a company at the forefront of establishing de facto leadership in this new market.
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 organization, 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 realizes significant value with Apptio.
Required Technical and Professional Expertise
- Demonstrable previous experience and a successful track record in selling software solutions and Cost IT management area.
- 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 the 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.
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.
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.
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.
Location Statement
For additional information about location requirements, please discuss with the recruiter following submission of your application.
Being You @ IBM
IBM is committed to creating a diverse environment and is 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. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.
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