Director of Sales and Strategy, EBM

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
EBM is a new IBM initiative designed to help clients better align technology and non-technology spend to value drive operational efficiency and minimize risk.

As an EBM leader at IBM you are responsible for the sales and business leadership of the EBM business globally. Accountabilities include but are not limited to:
• Deliver the subscription and services booking plan globally working closely with sales marketing and customer success teams.
• Partner with products and engineering and customer success to develop compelling solutions and use cases and influence product direction
• Understand market and competition determine selling strategy
• Identify and engage early adopter clients leveraging Apptio and IBM sales
• Develop key partnerships with management consultants GSIs IBM Consulting and others to create/extend solutions drive thought leadership reach the CFO and COO more effectively
• Provide thought leadership around EBM and TBM including but not limited to industry and IBM-specific events influential analysts and more.

Leaders are expected to spend time with their teams and clients and therefore are generally expected to be in the workplace a minimum of three days a week subject to business needs

Required Technical and Professional Expertise
• 10+ years of sales and technical sales experience with Technology Business Management (TBM) with proven track record of success
• 10+ years of sales and technical sales experience with Enterprise Business Management (EBM) with proven track record of success
• 7+ years of experience with C-level selling
• 10+ years of deep product and technical experience with Apptio suite of products especially IBM Apptio (
• Bachelor’s degree or equivalent

Preferred Technical and Professional Expertise
• Analytical structural thinker with a strong operational mindset.
• Highly organized and detail oriented.
• Strong communication skills (both written and speaking).
• Strong executive-facing client sales skills.
• Highly collaborative with demonstrated experience partnering with and influencing product and engineering customer success marketing and sales teams.
• Operates with high integrity and does not compromise principles despite business pressure.