Senior Enterprise Sales Executive - Apptio

Introduction

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.

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.

Your Role and Responsibilities

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 Technical and Professional Expertise

Our expectations of you:

1. You understand strategic selling by building strong relationships at CxO level throughout complex organizations.
2. You open doors at large accounts, build pipeline, manage complex sales processes, forecast accurately, and close deals with new and existing customers.
3. You can foster relationships with customers and grow the install base.
4. 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.
5. You can quickly grasp and convey key financial management concepts that are the core of the Apptio solution.
6. You need to work independently in an unstructured and fluid capacity to meet simultaneous sales objectives.
7. You challenge the customer's status quo around their current business operations.
8. You propose solutions that enable and align with the customers' growth strategies through technology innovations.
9. You liaise with different sides of the organization to ensure the success of your sales campaign.
10. You work as a team and collaborate with marketing & GSI partner organizations to develop high-level plans to drive revenue growth.
11. You have strong experience collaborating closely with partners (System Integrators, Hyperscale's, and Resellers) to identify customer needs, leverage joint solutions, and strategically co-sell.
12. Frequent travel is required visiting prospects and customers.

We are looking for someone with:

1. 10+ years of direct selling to larger enterprises in your territory.
2. Significant C-level network in your territory.
3. Entrepreneurial mentality with high energy and drive.
4. Financial, IT, Business background, including knowing the mechanics of SaaS.
5. Attitude of 'can do' and motivator for the rest of the sales team.
6. Proven ability to independently develop, manage and close new client relationships at CxO level (CIO/IT, CFO/IT finance) in Major, complex accounts.
7. Experience building relationships with Economic Buyers and Executive Sponsors.
8. Track record of overachievement with experience hitting quota of $1M+ of ARR per year.
9. Mastered a solution-based approach to selling with experience managing complex sales processes.
10. Proactive, independent thinker with high energy/positive attitude.
11. Excellent verbal and written communication, presentation, and relationship management skills.
12. Ability to thrive in a fast-paced environment.
13. Prior experience in a start-up environment.

Working Conditions:

Frequent travel required visiting prospects and customers.

3 days a week in the office.

You need to be able to work independently in an unstructured and fluid capacity 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 Software infuses core business operations with intelligence—from machine learning to generative AI—to help make organizations more responsive, productive, and resilient. IBM Software helps clients put AI into action now to create real value with trust, speed, and confidence across digital labor, IT automation, application modernization, security, and sustainability.

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Location Statement

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