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Introduction

At IBM Global Sales, we bring together innovation, collaboration, and expertise to help clients solve their most complex business challenges. Working across industries and geographies, you’ll partner with colleagues, clients, and partners to co-create solutions that drive digital transformation and lasting impact.Success in Global Sales is built on curiosity, empathy, and collaboration. You’ll connect technical understanding with strong people skills, building trusted relationships and shaping solutions that improve business and society. With world-class onboarding, continuous learning, and a supportive culture, IBM offers the tools and opportunities to grow your career. Join us and be part of a global team that’s passionate about driving innovation and making a difference.

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. (We have been named as the leader in the Gartner Magic quadrant for Cloudability in October 24. )

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

As an IBM Technology Seller, also referred to as a Technology Sales Leader, you will drive the Technology strategy with customers, focused around winning the platform and translating customer needs. You will serve as the customer's strategic advisor to translate the customer's requirements into the right cross-Technology architecture. Your primary responsibilities will include:

• Drive Revenue Growth: Identify areas for IBM Technology revenue growth by engaging the appropriate IBM and Ecosystem teams, and develop strategies to pursue new and existing business opportunities across the portfolio for assigned accounts.

• Develop Account Plans: Generate account plans that align with the customer's business and industry, and identify critical technology decision points to inform opportunity identification and drive revenue growth.

• Build Trusted Relationships: Grow trusted relationships with clients and stakeholders on multiple levels through visibility and frequent presence, and demonstrate knowledge of the client's business and industry.

• Assess Business Opportunities: Identify, assess, and close new and existing business opportunities across the portfolio for assigned accounts, leveraging your understanding of the customer's requirements and the right cross-Technology architecture.

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.

Required education

Bachelor's Degree

Preferred education

Master's Degree

Required technical and professional expertise

• You understand strategic selling by building strong relationships at CxO level throughout complex organizations
• You open doors at large accounts, build pipeline, manage complex sales processes, forecast accurately and you close deals with new and existing customers.
• You are able to foster relationship with customer and grow the install base.
• You articulate the Apptio value proposition to senior business leaders like the CIO and CFO based on a deep understanding of IT operations and management. Being able
• Quickly grasp and convey key financial management concepts that are the core of the Apptio solution.
• Need to be able to work independently in an unstructured and fluid capacity in order to meet simultaneous sales objectives.
• Challenge the customers status-quo around their current business operations.
• Propose solutions which enable and align to the customers growth strategies through technology innovations.
• Liaise with the different side of the organisation to ensure the success of your sales campaign, you are in the driving seat
• Work as a team and collaborate with marketing & GSI partner organizations to develop high-level plans to drive revenue growth.
• You have strong experience of collaborating closely with partners (System Integrators, Hyperscale’s and Resellers) to identify customer needs, leverage joint solutions, and strategically co-sell
• Frequent travel required visiting prospects and customers.

Preferred technical and professional experience

• 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