Automation Technology Sales Specialist – Apptio

Introduction

Apptio, now IBM , is the leading technology spend and value management software provider. Its AI-powered data insights empower leaders to make smarter financial and operational decisions. A pioneer and category leader in Technology Business Management (TBM) and FinOps, Apptio works with thousands of customers, partners, and community members worldwide. Visit www.apptio.com

Your Role and Responsibilities

You: An individual contributor responsible for running a portfolio of current enterprise Apptio 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.

Us: Apptio’s culture is focused on delivering wildly successful customers. We do this by empowering our employees to act, be transparent and be accountable for the results they are responsible for delivering. We get things done and we do things right at Apptio. You will find a collection of ambitious and insightful people that also want to lend a hand, work as a team, and prioritise the customer experience above all else. Our account management function is a global team made up of seasoned sales professionals. The company looks to that team to ensure customers realise value from our products and that we maintain and grow that revenue stream year in and year out. As a result there is tremendous support for enabling the success of the Account Management team from all levels of the company.

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 marshalling 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.

Strong experience on cloud platforms such as AWS, Azure, Google Cloud and SaaS selling

Understanding financial principles and budgeting techniques. This includes cost analysis, forecasting, budget allocation, and variance analysis to optimize customer spending.

Preferred Technical and Professional Expertise

Successful at growing and extending commercial relationships with customers at senior level dealing with CIO e CFO

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.

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