GSI Partner Alliance Director

Introduction
You:
As a GSI Partner Alliance Director you will work closely with a System Integrators (SI) to develop relationships understand their needs earn their trust and show them how Apptio’s industry-leading solutions will solve their problems while delivering value to their business. We’re passionate about success. If this role is right for you your achievements will mean your career and our clients are thriving. To help ensure this win-win outcome a ‘day-in-the life’ of this role may include but not be limited to…

US:
Apptio is culture that is focused on delivering wildly successful customers. We do this by empowering our employees to act be transparent and be accountable for the results they are responsible for delivering. We get things done and we do things right at Apptio. You will find a collection of ambitious and insightful people that also want to lend a hand work as a team and prioritize the customer experience above all else. Our account management function is a global team made up of seasoned sales professionals. The company looks to that team to ensure customers realize value from our products and that we maintain and grow that revenue stream year in and year out. As a result there is tremendous support for enabling the success of the Account Management team from all levels of the company.

Your Role and Responsibilities

• Managing a dedicated portfolio of SI partners. Defining confirming and communicating the differentiated value of Apptio’s technology at both the technical and business level.
• Drive the creation of go-to-market programs including marketing sales enablement and deployment plans.
• Act as the overall project manager to oversee and drive partnership activities with the ability to manage resources to tasks and hold them accountable for commitments milestones and deliverables.
• Using your solution-selling expertise you’ll identify and engage decision-makers and influencers qualify business opportunities and respond to clients’ needs to create strategic long-term partnerships.
• Collaborating with the broader Apptio Ecosystem to build sales campaigns and incremental pipeline.

Required Technical and Professional Expertise

• Proven track record of success in technology sales emphasizing System Integrator alliance & sales management with the public sector.
• Demonstrable application of business and commercial acumen communicated at all levels to show the operational impact and financial value of technological solutions.
• Excellent communication and presentation skills that are equally engaging compelling and influential.
• Preferred Technical and Professional Expertise Depth and breadth of knowledge regarding Power and or other IT Infrastructure experience in order to consult and advise and quickly grow your reputation as your partner clients’ credible trusted advisor. (Training on IBM’s Power offerings is provided).
• A technical understanding of basic Infrastructure terms and an understanding about applications databases and networks.

Preferred Technical and Professional Expertise

• Consistent record of selling in a volume and velocity model (land and expand).
• Exceptional customer facing abilities including communication and presentations skills.