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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.

Your role and responsibilities

As a Solution Consultant with a strong focus on IT Financial Management (ITFM) and Technology Business Management (TBM), you act as the technical and functional advisor in the sales process. You translate business objectives into scalable TBM solutions powered by Apptio and guide customers from initial discovery to value realization and proof-of-value validation.

Your mission: making transparency, cost control, and business value measurable across IT and business domains.

Here’s what your day-to-day may look like:

Discovery & Value Definition

• Conduct executive discovery with CIO/CTO/CFO/FinOps/IT Controlling stakeholders to identify to identify a strategic framework which enables our customers to manage the business of IT, specifically by identifying, analyzing, and optimizing the cost, value, and consumption of technology investments in alignment with governance goals.
• Build a TBM use-case backlog (e.g., IT tower transparency, service costing, showback/chargeback, application TCO, vendor spend insights, budgeting & forecasting)

TBM Advisory & Architecture

• Advise on the TBM Taxonomy and its how-to organize technology spend, resources, and services across every layer of the organization to establish a clear cost model, service transparency, and value traceability
• Design Apptio target architecture including data sources (GL/ERP, CMDB, HR, PPM, Cloud Billing, Asset/Discovery tools)
• Become a trusted advisor for service catalog structures, optimizing IT-FM workflows and consulting on organizational changes to enable a successful TBM discipline
• Define KPI suites (e.g. unit costs, TCO, Run/Grow/Transform ratios, vendor spend KPIs)

Solution Design & Data Integration

• Create data pipelines against TBM taxonomy
• Configure Apptio solutions (Cost Transparency, IT Planning, Bill of IT/Chargeback, Vendor Insights)
• Build executive dashboards and operational drilldowns

Technical & Business Validation

• Perform proofs-of-value using customer data, demonstrating tangible improvements (allocation quality, unit-cost baselines, savings potential)
• Develop value stories and customer based TBM value conversations (baseline vs. target, ROI, payback)

RFP/RFI Leadership & Thought Leadership

• Produce high-quality RFI/RFP responses for TBM-focused requirements
• Represent the company at events, webinars, and internal enablement sessions

Customer Feedback & Collaboration

• Collaborate with product and engineering to provide structured feedback
• Support customers in establishing TBM governance (councils, RACI, data calendars)

Example TBM Use Cases

• Cost transparency across IT towers, services, and applications
• Service costing & unit cost development
• Showback/chargeback policy design and implementation
• Application & product TCO modeling
• Budgeting, forecasting, and scenario planning
• Vendor spend analytics
• Optional: Cloud-to-TBM integration with Cloudability/Kubecost

Required education

Bachelor's Degree

Required technical and professional expertise

We are looking for a professional who combines technical know-how with a solid understanding of finance paired with strong communication skills. If you enjoy working with customers, solving complex IT-financial problems, and connecting IT with business goals, this role is for you.

Education

• University degree (Bachelor or higher) in Finance, Business Administration, Information Systems, or a similar field

Experience

• A long and extended track record in a Presales, Solutions Consultant, or Sales Engineering role
• You have worked with IT departments in different industries and company sizes
• Strong value-selling capability and executive communication skills

Finance Knowledge

• experience in ITFM/TBM, IT Controlling, or enterprise cost transparency initiatives
• Deep understanding of Technology Business Management: TBM Framework, TBM Taxonomy, allocation models, and service costing
• Experience delivering showback/chargeback and unit cost models
• Hands-on experience in IT budgeting, forecasting, and scenario planning
• Strong data modeling and quality management skills

Technology & Data Skills

• Experience with Apptio modules and report design
• Integration experience with ERP (SAP/Oracle), CMDB/ITSM (ServiceNow), PPM (Jira/Planview), HRIS (Workday), and cloud billing
• Familiarity with SQL/ETL concepts; basic scripting (e.g., Python) is a plus
• Understanding of ITIL processes

Languages

• Fluent in German and English (written and spoken at least C1)
• Knowledge of other European languages is a plus

Preferred technical and professional experience

We are looking for someone who understands both technology and business. If you enjoy working with data, IT systems, and people, these additional skills will support your success in the role:

• TBM certification (TBM Council)
• FinOps Practitioner/Professional
• ITIL 4 Foundation
• Experience with cloud/container cost modeling
• Experience with BI tools (Power BI/Tableau)