Senior Enterprise Account Manager- West Region

Introduction
At IBM work is more than a job – it’s a calling: To build. To design. To code. To consult. To think along with clients and sell. To make markets. To invent. To collaborate. Not just to do something better but to attempt things you’ve never thought possible. Are you ready to lead in this new era of technology and solve some of the world’s most challenging problems? If so lets talk.

Your Role and Responsibilities

• Manage a portfolio of current Apptio Enterprise customers engaging in a continual selling effort to enhance the value of the Apptio solution and create demand for additional revenue opportunities beyond the initial subscription business.
• Focus on building relationships across a range of personas and functions within the customer organization to include IT Operations and Finance. Interact at both the senior executive and operational management level to effectively convey the Apptio value proposition and promote use and adoption within the customer’s organization.
• Manage multiple complex sales efforts simultaneously supporting a renewal base of multiple millions of dollars in annual revenue.
• Forecast business accurately and close both new and renewal revenue opportunities for Apptio’s Technology Business Management SaaS offering.
• Articulate the Apptio value proposition to senior business leaders including the CIO CFO and their senior staff. Solve problems promptly and efficiently by marshaling the required Apptio resources and leading the collective team to enable customer success.
• Be passionate about ensuring a customer realizes significant value with Apptio.

Required Technical and Professional Expertise

• Experience should be with market leading companies that dominated their segment.
• Knowledge and experience in managing a highly complex technology sales process is essential.
• Demonstrated experience with financial concepts and practices as it relates to IT management.
• Experience in selling SaaS solutions business/financial applications or BI solutions is a plus.
• Candidates must be able to have a credible voice with customer executive decision makers and stakeholders.

Preferred Technical and Professional Expertise

• Requires a minimum of 10 years of highly successful enterprise technology sales experience and/or large account management experience with a demonstrated track record of consistent over-achievement against assigned quotas.
• Frequent travel required visiting prospects and customers.
• Need to be able to work independently from home and during travel in an unstructured and fluid capacity to meet simultaneous sales objectives.
• Remote customer and internal work required; need to be comfortable in extended phone conversations conference calls and remote computer sessions.
• Work or travel on a weekend is sometimes required to meet customer and prospects needs to ensure successful revenue generation.