Enterprise Account Manager, Apptio - IBM France

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.

Our acquisition by IBM is reinforcing our spot of market leader and will reserve some future product evolvements that will make us in an even stronger position in the market. As a note we are acting as a separate business unit under IBM.

Your role and responsibilities

You:

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.

Us:

The Apptio Field Sales Organization is a dynamic, driven team dedicated to building lasting relationships with our customers, prospects, and partners. Our enthusiasm is matched only by our belief in the transformative power of the Apptio portfolio for world-class IT and Finance organizations. With a results-oriented mindset, we are committed to continually improving and adapting to the evolving needs of our customers. Our success is intrinsically linked to our customers’ success.

Our expectations of you:

• 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 close deals with new and existing customers.
• You are able to foster relationships with customers 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.
• 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 sides of the organization 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.

Required education

Bachelor's Degree

Required technical and professional expertise

We are looking for someone with:

• 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 a fast-paced environment.
• Prior experience in a start-up environment.

Preferred technical and professional experience

Working Conditions:

• Frequent travel required visiting prospects and customers.
• 3 days a week in the office.
• Need to be able to work independently in an unstructured and fluid capacity in order to meet simultaneous sales objectives.
• Work or travel on a weekend is sometimes required to meet customer and prospects needs to ensure successful revenue generation.

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 every day, 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 ongoing 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 every day 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 50 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.

OTHER RELEVANT JOB DETAILS

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

Job Title: Enterprise Account Manager, Apptio - IBM France

Job ID: 20696

City / Township / Village: PARIS

State / Province: Paris

Country: France

Work arrangement: Hybrid

Area of work:

Employment type: Regular

Position type: Professional

Up to 60% or 3 days a week (home on weekends - based on project requirements)

Company:

Shift: General (daytime)

Is this role a commissionable/sales incentive based position?