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Introduction
At IBM, work is more than a job – it’s a calling: To build. To design. To code. To consult. To think along with clients and sell. To make markets. To invent. To collaborate. Not just to do something better, but to attempt things you’ve never thought possible. Are you ready to lead in this new era of technology and solve some of the world’s most challenging problems? If so, lets talk.
The Strategic Portfolio Manager reports directly to the Apptio Chief of Staff, Americas Sales and is an individual contributor role responsible for leading a portfolio of current Apptio customers. This role offers tremendous visibility within Apptio’s executive leadership team including debriefing the CEO, CRO and CCO on a frequent basis. This highly complex portfolio management effort combines deep IT operational and financial understanding with an overriding need for solid business acumen in order to effectively convey the value of Apptio’s suite of applications to senior decision makers. In return, this position offers direct involvement and engagement 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

• Manage a defined set of current Apptio large-scale strategic customers, engaging in a continual effort to enhance the value of the Apptio solution and secure the continued commitment of our largest clients globally.
• Focus on building relationships across a range of functions within the customer organization to include IT Operations and Finance. Interact at both the senior executive and operational management level to effectively convey the Apptio value proposition and promote use and adoption within the customer organization.
• Manage a renewal base of multiple millions of dollars in annual revenue.
• Ensure that the established renewal baseline within the assigned portfolio is preserved, while identifying revenue expansion pursuits within these assigned accounts
• Serve as the primary interface with the various customer leads to coordinate Quarterly Executive Business Reviews, Values Measurement Workshops, Roadmap Development Sessions and manage any associated product or delivery escalations.
• Articulate the Apptio value proposition to senior business leaders like the CIO or CFO based on a deep understanding of IT operations and management; solve problems promptly and efficiently by marshaling cross-functional Apptio resources in order to address customer issues and concerns.
• Be passionate about ensuring our customers realize significant value with Apptio.
• These customers will be some of the largest and most strategic for Apptio. It is important that these customers are strong advocates for our solutions, speak at User Group and conferences and be advocates to other Apptio customers. We expect this role will help foster and manage the relationship.
• We expect this individual with partner across the Apptio and IBM organization to support customers. This would include being able to influence Products and Engineering, Marketing, Customer Support, Sales and our Pre-Sales organization. This person needs to build relationships across the organization and within IBM to ensure this portfolio of customers is maximizing value.

Required Technical and Professional Expertise

• Multiple years of highly successful strategic account or portfolio management experience, and/or technology sales experience with a demonstrated track record with consistent over-achievement against assigned revenue targets or management objectives
• Experience selling SaaS solutions, business/financial applications, or BI solutions.
• Ability to work independently from home and during travel in an unstructured and fluid capacity to meet simultaneous sales objectives.
• Remote customer and internal work required; need to be comfortable in extended phone conversations, conference calls, and remote computer sessions.
• Proficient in resource management and coordination across cross-functional teams to ensure timely response and resolution to customer satisfaction issues.
• Work or travel on a weekend is sometimes required to meet customer and prospects needs to ensure successful revenue generation.

Preferred Technical and Professional Expertise

• Familiarity with IBM and Apptio Enterprise Solutions