Apptio IBM is the leading technology spend and value management company for financial and operational decisions across Information Technology (IT), multi-cloud FinOps, and product development. Apptio's mission is to deliver business value with every technology investment. Powered by Apptio’s cloud platform and AI/ML data engine, Apptio’s SaaS applications translate technology spend into clear business outcomes and financial ROI. Apptio applications deliver six key capabilities: cost transparency, actionable insights, planning and forecasting, usage and consumption, value management, and showback/chargeback. As a trusted leader in FinOps and Technology Business Management (TBM) with thousands of customers worldwide, Apptio empowers leaders to cut costs and redirect investments to digital innovation. Our acquisition by IBM reinforces our position as a market leader and will enable future product evolvements that will strengthen our market position.
Your role and responsibilities
You are an energetic and self-motivated professional with a proven track record of delivering exceptional customer value in your region. You consistently exceed targets, develop new markets, and collaborate effectively within your ecosystem to achieve company goals. You communicate fluently with CIOs, CFOs, COOs, and key stakeholders, inspiring and challenging them while initiating meaningful conversations across all organizational levels. You possess a deep understanding of the interplay between Finance, IT, and business operations, with a solid grasp of FinOps, TBM, and Scaled Agile methodologies. Your 'can-do' mentality drives you to work with an entrepreneurial spirit, upholding high quality and ethical standards.
Required education
Bachelor's Degree
Required technical and professional expertise
1. You understand strategic selling by building strong relationships at CxO level throughout complex organizations.
2. You open doors at large accounts, build pipeline, manage complex sales processes, forecast accurately, and close deals with new and existing customers.
3. You are able to foster relationships with customers and grow the install base.
4. You articulate the Apptio value proposition to senior business leaders based on a deep understanding of IT operations and management.
5. You can work independently in an unstructured and fluid capacity to meet simultaneous sales objectives.
6. You challenge the customer's status-quo around their current business operations.
7. You propose solutions that enable and align with the customer's growth strategies through technology innovations.
8. You liaise with different sides of the organization to ensure the success of your sales campaign.
9. You collaborate with marketing & GSI partner organizations to develop high-level plans to drive revenue growth.
10. You have strong experience collaborating closely with partners to identify customer needs and leverage joint solutions.
11. Frequent travel is required for visiting prospects and customers.
We are looking for someone with:
1. 10+ years of direct selling to larger enterprises in your territory.
2. Significant C-level network in your territory.
3. Entrepreneurial mentality with high energy and drive.
4. Financial, IT, and business background, including knowledge of SaaS mechanics.
5. Proven ability to independently develop, manage, and close new client relationships at CxO level.
6. Track record of overachievement with experience hitting quota of $1M+ of ARR per year.
7. Mastered a solution-based approach to selling with experience managing complex sales processes.
8. Excellent verbal and written communication, presentation, and relationship management skills.
9. Ability to thrive in a fast-paced environment.
10. Prior experience in a start-up environment.
Working Conditions:
1. Frequent travel required visiting prospects and customers.
2. 3 days a week in the office.
3. Need to be able to work independently in an unstructured and fluid capacity to meet simultaneous sales objectives.
4. Work or travel on a weekend is sometimes required to meet customer and prospect needs.
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
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ABOUT IBM
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OTHER RELEVANT JOB DETAILS
For additional information about location requirements, please discuss with the recruiter following submission of your application.
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