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Introduction

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
– 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. We have been named as the leader in the Gartner Magic quadrant for Cloudability in October 2024. Our acquisition by IBM is reinforcing our spot of market leader and will reserve some future product evolvements that will make us in a even stonger position in the market.

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. You are well-known among multiple CxOs in your territory, and their positive impressions of you pave the way for new business opportunities and collaborations.

Our expectations of you:

• You excel in strategic selling by cultivating strong relationships with CxO- level executives across complex organizations.
• You successfully open doors at large accounts, build a robust pipeline, manage intricate sales processes, accurately forecast, and close deals with both new and existing customers.
• You are skilled at fostering relationships that expand the customer install base.
• You effectively communicate the Apptio value proposition to senior business leaders, such as CIOs and CFOs, leveraging your deep understanding of IT operations and management.
• You can quickly grasp and articulate key financial management concepts central to the Apptio solution.
• You thrive in an independent, unstructured environment, meeting multiple sales objectives simultaneously.
• You challenge customers to rethink their current business operations and propose solutions that align with their growth strategies through technology innovation.
• You collaborate with various teams within the organization to ensure the success of your sales initiatives, taking the lead in driving results.
• You work closely with marketing and GSI partner organizations to develop strategic plans aimed at driving revenue growth.
• Frequent travel is required to engage with prospects and customers.

Required education

Bachelor's Degree

Required technical and professional expertise

• 10+ years of direct selling to larger enterprises in your territory
• Significant C-level network in your territory
• Entrepreneurial mentality with high energy and drive
• Financial, IT, Business background, incl. knowing the mechanics of SaaS
• Attitude of “can do” and motivator for the rest of the sales team
• Proven ability to independently develop, manage and close new client relationships at CxO level (CIO/IT, CFO/IT finance) in Major, complex accounts
• Experience building relationships with Economic Buyers and Executive Sponsors
• Track record of overachievement with experience hitting quota of $1M+ of ARR per year
• Mastered a solution-based approach to selling with experience managing complex sales processes
• Proactive, independent thinker with high energy/positive attitude
• Excellent verbal and written communication, presentation, and relationship management skills
• Ability to thrive in fast-paced environment
• Prior experience in a start-up environment

Preferred technical and professional experience

• Highly successful enterprise technology sales experience, with a demonstrated track record of consistent over-achievement against assigned quota and a resulting high level of income attainment.
• Past experience should be with market leading companies that dominated their segment.
• Knowledge and experience in managing a highly complex technology sales process is essential.
• Experience in selling SaaS solutions, business/financial applications, or BI solutions is a plus.
• Candidates should have an ability to over time develop a strong executive presence – intelligent, polished, and articulate.