Partner Solutions Consultant - Apptio

Introduction
The Partner Solutions Consultant is responsible for supporting Partner Sales Managers to drive revenue by helping to qualify sales opportunities sourced and/or influenced by Apptio Partners. The Solutions Consultant will manage creation and delivery of compelling solution-based value propositions demonstrations RFI/RFPs technical validation activities and implementation strategies that address partner and joint prospect’s critical needs that address business requirements. Solutions Consultants will lead in the development of solution and be the technical resource coordinator for partners using reselling and/or demoing Apptio Solutions.

Your Role and Responsibilities

• Discovery : Assist in the identification of potential sales opportunities and in discovering a particular prospect’s business challenges and vision for a solution to those challenges.
• Partner Enablement : Drive efforts to ensure partners are properly enabled on Apptio solutions.
• RFI/RFP Responses : Lead the creation of a response to a specific prospect’s request for information or proposal including creating and formatting the content ensuring the quality of the response and ensuring timely delivery of the response.
• Product Presentations & Demonstrations : Deliver product presentations and configured demonstrations to prove Apptio’s ability to meet a prospect’s Hybrid Cost Management & FinOps challenges. The resulting demonstration and subsequent outcomes are initial proofs as to how Apptio can deliver value based on what was learned about that prospect during discovery and throughout the engagement. These are to be delivered both live and remotely.
• Apptio Architecture / Technical Components Overview: Deliver an in-depth overview of Apptio’s architecture and proprietary product capabilities that provide its unique value in the market.
• Solution & Demo Creation : Lead in the creation of new demo & products that help drive Partner and Apptio solutions into the market.
• Technical Validation Events : Manage to successful conclusion the technical validation events that require Apptio Presales to leverage data and other information provided by a prospect to show that prospect in detail specific to them the value of leveraging Apptio’s solutions.
• Transfer Knowledge: Share your selling and technical experience with the rest of the Apptio Presales team both formally and informally.
• Collaboration and Support: Assist other Solution Consultants in the execution of the above responsibilities.
• Offer Feedback : Provide feedback to product management about the successes and failures in the field.

Required Technical and Professional Expertise

• 5+ years’ experience in a presales capacity successfully selling to both large and small enterprises.
• Strong understanding of public cloud providers such as AWS Google OCI Azure.
• Familiar with FinOps Cloud Architecture DevOps or Analytic tools
• Familiar with basic financial and accounting concepts.
• Bachelor’s Degree in Computer Science Math Engineering Information Systems Finance or equivalent degree.

Preferred Technical and Professional Expertise

• Familiarity with enterprise business management software
• Strong written and verbal communication skills.
• Strong presentation skills.
• Proven collaborator and liaison with all levels and departments within an IT organization.
• Technical skill and/or ability to acquire in-depth knowledge and use of Apptio products.
• Strong work ethic and ability to work autonomously given fundamental priorities and responsibilities.
• Strong organizational skills with the ability to multi-task and prioritize well in a fast paced dynamic work environment.