Introduction
Apptio is an IBM unit offering a cloud-based platform and SaaS applications that enable businesses to gain visibility into IT costs align technology investments with business priorities and make data-driven decisions about their technology spend.
Research more: www.apptio.com
IBM offers an inclusive work environment and several growth opportunities.
Your role and responsibilities
- Own prospecting activities into your account base.
- Develop and execute on a strong prospecting plan of attack including call scripts audience segmentation and approach.
- Qualify interested candidates and arrange introductory conversations with customers and Field Sales.
- Deliver sales presentation when necessary.
- Track all relevant qualification and lead management activity using Salesforce.com (including calls prospect pipeline account notes etc.)
- Quickly learn the technical aspects of the product effectively communicate the value proposition and be able to react to objections competitive questions and other FAQs.
- Provide business acumen for customers and strive to understand the business problem we are solving in order to best configure the solution and exceed customer expectations.
- Collaborate successfully with Field Sales to optimize team selling productivity.
- Provide value-added market intelligence to the Sales Marketing Product and Customer Success teams.
Required education
Bachelor's Degree
Required technical and professional expertise
- Fluent German OR Spanish OR Italian + English (required)
- Ability to deliver results in driving pipeline revenue opportunities for enterprise software-level deals
- Ability to conduct extensive cold calls and email campaigns and navigate org charts
- Excellent organizational analytical and problem-solving skills
- Creative tactics to reach the executive management of enterprise IT
- Team player with solid communication and presentation skills
- Ability to share best practices continually improve processes and messaging and provide clear and consistent reporting to Executive Management
- Ability to work independently & proactively in a dynamic environment
- Basic understanding of Apptio and its relationship with IBM
Preferred technical and professional experience
- Experience in SaaS sales or telephone prospecting is preferred
- Experience in using Sales prospecting tools and CRM
- Recent IT industry and/or enterprise selling experience is preferred.
- We are looking for someone who is excited to work in a fast-moving high-growth company for an opportunity to drive revenue growth and advance a career in large enterprise sales