Sales Development Rep, Apptio - Japan - SDR

IBM

IBM

Sales & Business Development

Tokyo, Japan

Posted on Apr 20, 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 global team that’s passionate about driving innovation and making a difference.

Your role and responsibilities

Sales Development Representative in Japan

Job Description

About Apptio’s Culture

Apptio is built on a strong culture of openness, transparency, and customer focus.

We look for team members who demonstrate:

- Growth mindset

- Ability to navigate ambiguity and change

- Ownership and accountability

- Customer-centric mindset

- Commitment to an inclusive environment

Role Summary

We are seeking a highly motivated Sales Development Representative (Inside Sales) to

partner closely with Marketing and Field Sales in Japan.

This role is responsible for lead generation, inbound response, outbound outreach,

appointment setting, lead qualification, and sales support for the Enterprise Field Sales

team.

You will engage in strategic outbound prospecting (cold calls/emails), consultative

communications, and high-quality lead development to acquire new customers and

nurture existing ones.

You will manage your own pipeline in Salesforce.com, support regional events and

marketing campaigns, and deepen your understanding of Apptio products, IT financial

management, and technology investment management (TBM).

This position requires professionalism, confidence, and strong motivation, as well as the

ability to work hands-on with multiple cross-functional teams.

Responsibilities• Respond to inbound inquiries and handle lead qualification

• Conduct outbound prospecting through calls and email campaigns

• Develop and execute strong prospecting plans (call scripts, segmentation, outreach

approach)

• Identify and qualify high-potential leads and schedule appointments with Field Sales

• Deliver sales presentations when necessary

• Track all pipeline, activity data, and account notes in Salesforce.com

• Quickly learn Apptio products and the technical aspects of IT financial management

• Clearly articulate Apptio’s value proposition and respond to objections and

competitive questions

• Understand customer business challenges and propose solutions that exceed

expectations

• Collaborate closely with Field Sales to optimize team selling productivity

• Provide market intelligence to Sales, Product, and Customer Success teams

• Support marketing-led events, webinars, and regional campaigns

Required Qualifications (5+ Years)

• Minimum of 5+ years of inside sales experience in the IT industry

• Proven ability to generate qualified leads through cold calls and email outreach

• Strong communication, teamwork, analytical, and problem-solving skills

• Ability to execute creative strategies to reach senior IT leaders

• Proficiency in CRM systems (Salesforce preferred) and sales tools

• Strong data analysis skills

• Ability to share best practices and continuously improve processes and messaging

• High level of professionalism, confidence, initiative, and motivation

• Ability to work proactively and independently in a dynamic, fast-paced environment

Preferred Qualifications• Experience selling to enterprise or executive-level audiences

• Experience with strategic, high-quality outreach (rather than high-volume calling)

• Experience in SaaS, enterprise software, or IT-related sales

• English reading and writing ability

• Strong interest in building a long-term career in enterprise sales

• Familiarity with TBM, IT financial management, or technology investment

management is a plus

About Apptio

Apptio is the leading SaaS platform for strategic technology investment decisions.

Our solutions are built on Technology Business Management (TBM), a globally

recognized framework supported by a community of more than 10,000 CIOs and

business leaders.

Apptio enables organizations to elevate their IT financial processes and maximize the

business value of technology.

More than 1,800 companies worldwide, including over 60% of the Fortune 100, rely on

Apptio to accelerate their digital transformation.

Founded in 2007 in Washington State, Apptio now operates across 19 global locations.

Apptio Japan was established in 2020 to support the digital transformation of Japanese

enterprises.

We believe deeply in the value our solutions bring to the IT industry and work

passionately with speed, teamwork, and a commitment to continuous improvement.

<以下、日本語>

Sales Development Representative（Inside Sales）— 東京拠点

募集要項【Apptio のカルチャー】

Apptio は、オープンで透明性が高く、強いカスタマーフォーカスを持つ文化を大切にしています。

私たちが求める人物像：

- グロースマインドセットを持つ

- 変化や曖昧さに柔軟に対応できる

- 強いオーナーシップと責任感がある

- 常にお客様視点で考えられる

- インクルーシブで協力的な環境をつくれる

【ポジション概要】

本ポジションでは、Marketing と Field Sales と連携し、リードジェネレーション、インバウンド対応、ア

ウトバウンド活動、商談設定、リード育成、イベント支援を担っていただきます。

Sales Development Representative（Inside Sales）として、新規顧客開拓および既存顧

客の維持・活性化のために、以下を実施していただきます。

- 戦略的なアウトバウンド（コールドコール・メール）

- コンサルティング型アプローチ

- 営業との密なチーム連携

- 高品質なプロスペクティング

Salesforce でのパイプライン管理、イベント/キャンペーンのサポート、Apptio 製品や IT ファイナン

ス、IT 投資管理（TBM）についての深い理解も求められます。

プロフェッショナリズム、自信、強い意欲を持ち、部門横断で成果を出せる方を歓迎します。【業務内容】

• インバウンド（問い合わせ）リードの対応

• アウトバウンドコール/メールによるプロスペクト開拓

• コールスクリプト、セグメンテーション、アプローチ戦略の策定と実行

• 有望なリードの選別と営業アポイントメントの設定

• 必要に応じたセールスプレゼンテーションの実施

• Salesforce.com を用いたパイプラインおよび活動管理（通話記録、パイプライン、アカウントノー

ト等）

• Apptio 製品、IT ファイナンス、TBM（IT 投資管理）の技術的理解の習得

• 価値提案の明確なコミュニケーション、反論/競合への対応、FAQ 対応

• 顧客のビジネス課題を理解し、期待を超えるソリューション提供を目指す

• 営業との連携によるチーム全体の生産性最適化

• 営業、プロダクト、カスタマーサクセスへの市場インサイト提供

• マーケティング主催イベント、ウェビナー、キャンペーンのサポート

【必須要件】

• IT 企業でのインサイドセールス経験 5 年以上

• コールドコール・メールキャンペーンを通じたリード獲得実績

• 高いコミュニケーション能力、チームワーク、分析力、問題解決力

• 企業 IT 部門の経営層への創造的なアプローチ戦略の実行能力

• CRM（Salesforce 等）や営業ツールの高い活用スキル• データ分析能力

• ベストプラクティス共有、プロセス改善、メッセージング改善ができる

• プロフェッショナリズム、自信、主体性、強い意欲

• スピード感と変化の大きい環境で自主的に働ける能力

【歓迎要件】

• エンタープライズ企業、役職者への営業経験

• 量よりも質を重視した、丁寧で戦略的なアプローチ経験

• SaaS / IT 業界での営業・プロスペクティング経験

• 英語力（読み・書き）

• エンタープライズセールスへのキャリア志向

• IT ファイナンス / TBM の知識があれば尚可

【Apptio について】

Apptio は、戦略的なテクノロジー投資判断を支援する SaaS のリーディングカンパニーです。

Apptio のソリューションは、世界 1 万人以上の CIO やビジネスリーダーに支持されるグローバル標準

のフレームワーク Technology Business Management (TBM) を基盤としています。

企業全体の IT ファイナンスプロセスを高度化し、テクノロジー投資によるビジネス価値の最大化を実

現します。

世界 1,800 社以上、Fortune 100 の 60%以上が Apptio を活用してデジタルトランスフォーメー

ションを推進しています。2007 年に米国ワシントン州で創業し、現在は 19 のグローバル拠点で活動。

2020 年には日本法人を設立し、日本企業の DX 推進を支援しています。

私たちは、Apptio のソリューションが IT 業界に革新をもたらすと信じ、

情熱・スピード・チームワークをもって継続的な改善と成長に取り組んでいます。

Required education
None
Preferred education
None
Required technical and professional expertise

• Industry Standard Productivity: Experience with achieving and exceeding industry standard productivity and service levels in sales development, with a focus on high-yield opportunity development. • Leveraging Marketing Insights: Experience in leveraging marketing demand, insights, and intent data to inform sales strategies and build strong client engagement. • Client Engagement Practices: Experience with client engagement practices that drive strong understanding of client needs and preferences, with a focus on Select client segments. • Business Development Expertise: Experience in providing business development for technology solutions, identifying new business opportunities and driving growth. • Data-Driven Sales: Experience with using data and analytics to inform sales decisions and optimize sales performance.

Preferred technical and professional experience

• Advanced Sales Strategies: Experience with developing and executing advanced sales strategies that drive high-yield opportunity development and exceed industry standard productivity and service levels. • Data-Driven Sales Optimization: Experience in leveraging data and analytics to optimize sales performance, inform sales decisions, and drive business growth. • Technology Business Development: Experience in providing business development for technology solutions, identifying new business opportunities and driving growth across various client segments.

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

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