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Senior Sales Representative - Apptio DACH (f/m/x)

IBM

Sales & Business Development

California, USA · Texas City, TX, USA

Posted on Mar 26, 2026

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 team that’s passionate about driving innovation and making a difference.

You will be part of a highly motivated, integrated team of Sales and TechSales Specialists who work side by side to develop winning strategies, craft compelling value propositions, and deliver measurable business outcomes for our clients.

Your role and responsibilities

As a Brand Sales Specialist for IBM's Apptio Portfolio, you will create demand and progress opportunities to close for Apptio solutions, including Cloudability, ApptioOne, and Targetprocess.

You will drive sales growth and expansion by leveraging your expertise in Apptio's automation platform. Your primary responsibilities will include:

Own new logo acquisition and expansion across enterprise accounts in the DACH region, with full annual quota responsibility.
Develop and execute strategic demand generation initiatives focused on enterprise CIO, CFO, and Head of FinOps stakeholders.
Develop executive-level relationships to position Apptio as the strategic TBM platform for cloud cost transparency, financial governance, and value realization.
Progress opportunities through complex, multi-stakeholder sales cycles and close high-value enterprise deals.
Position Apptio solutions, including Cloudability, ApptioOne, and Targetprocess, to meet client needs and deliver measurable business outcomes.
Manage and prioritize sales opportunities, ensuring disciplined pipeline management and accurate forecasting.
Engage with clients to deeply understand their business challenges in FinOps, IT Financial Management (ITFM), Cloud Cost Management, and Technology Business Management (TBM).

Required education

Bachelor's Degree

Preferred education

Master's Degree

Required technical and professional expertise

Extended experience in Enterprise SaaS Sales with a consistent track record of quota attainment.
Proven experience closing complex enterprise deals with contract values exceeding €250k.
Demonstrated success in multi-stakeholder sales environments engaging CIO, CFO, IT Finance, and executive-level decision makers.
Strong forecast ownership and pipeline management discipline.
Experience in FinOps, IT Financial Management (ITFM), Cloud Cost Management, or Technology Business Management (TBM).
Deep expertise in Apptio solutions, including Cloudability, ApptioOne, and Targetprocess.
Experience navigating complex enterprise sales cycles and procurement processes.
Executive-level communication skills with strong storytelling capabilities and business-case-driven value articulation.
Proven expertise in value-based selling and strategic stakeholder management.
Fluency in German (C1 or native) and professional proficiency in English.
To meet Travel Requirements a valid Drivers License is required.

Preferred technical and professional experience

FinOps certification or formal training in Technology Business Management (TBM).
Experience working with hyperscalers such as AWS, Microsoft Azure, or Google Cloud Platform (GCP).
Technology Industry Acumen: Experience working in the technology industry with knowledge of industry trends and market dynamics related to Apptio solutions, enabling informed sales strategies and effective client engagement.
Solution Selling Methodologies: Familiarity with solution selling methodologies to collaborate with clients, understand their needs, and progress opportunities through the sales cycle, driving business expansion and revenue growth.
Complex Sales Cycles: Exposure to managing and prioritizing multiple sales opportunities, navigating complex sales cycles, and closing deals to drive sales growth and expansion.

ABOUT BUSINESS UNIT

IBM has a global presence, operating in more than 175 countries with a broad-based geographic distribution of revenue. The company’s Global Markets organization is a strategic sales business unit that manages IBM’s global footprint, working closely with dedicated country-based operating units to serve clients locally. These country teams have client relationship managers who lead integrated teams of consultants, solution specialists and delivery professionals to enable clients’ growth and innovation. By complementing local expertise with global experience and digital capabilities, IBM builds deep and broad-based client relationships. This local management focus fosters speed in supporting clients, addressing new markets and making investments in emerging opportunities. Additionally, the Global Markets organization serves clients with expertise in their industry as well as through the products and services that IBM and partners supply. IBM is also expanding its reach to new and existing clients through digital marketplaces.

YOUR LIFE @ IBM

In a world where technology never stands still, we understand that, dedication to our clients success, innovation that matters, and trust and personal responsibility in all our relationships, lives in what we do as IBMers as we strive to be the catalyst that makes the world work better.

Being an IBMer means you’ll be able to learn and develop yourself and your career, you’ll be encouraged to be courageous and experiment everyday, all whilst having continuous trust and support in an environment where everyone can thrive whatever their personal or professional background.

Our IBMers are growth minded, always staying curious, open to feedback and learning new information and skills to constantly transform themselves and our company. They are trusted to provide on-going feedback to help other IBMers grow, as well as collaborate with colleagues keeping in mind a team focused approach to include different perspectives to drive exceptional outcomes for our customers. The courage our IBMers have to make critical decisions everyday is essential to IBM becoming the catalyst for progress, always embracing challenges with resources they have to hand, a can-do attitude and always striving for an outcome focused approach within everything that they do.

Are you ready to be an IBMer?

ABOUT IBM

IBM’s greatest invention is the IBMer. We believe that through the application of intelligence, reason and science, we can improve business, society and the human condition, bringing the power of an open hybrid cloud and AI strategy to life for our clients and partners around the world.

Restlessly reinventing since 1911, we are not only one of the largest corporate organizations in the world, we’re also one of the biggest technology and consulting employers, with many of the Fortune 500 companies relying on the IBM Cloud to run their business.

At IBM, we pride ourselves on being an early adopter of artificial intelligence, quantum computing and blockchain. Now it’s time for you to join us on our journey to being a responsible technology innovator and a force for good in the world.

IBM is proud to be an equal-opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender, gender identity or expression, sexual orientation, national origin, genetics, pregnancy, disability, neurodivergence, age, or other characteristics protected by the applicable law. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.

OTHER RELEVANT JOB DETAILS

For additional information about location requirements, please discuss with the recruiter following submission of your application.

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