Sr. Account Manager- US Federal- DoD sector

The New Business Sales Representative is an individual contributor sales role responsible for driving new subscription revenue opportunities and growing current revenue streams with a focus on the US Federal- DoD sector. This is a field-based role and is supported by the field-based pre-sales technical organization.

You will have proven experience selling complex IT software and SaaS solutions to the Federal Sector into multiple stakeholders at CXO level with an understanding of IT operational and financial planning and an overriding need for solid business acumen in order to effectively convey the value of Apptio’s suite of applications to senior decision makers. In return this position offers uncapped income potential in one of the strategic fastest-growing segments of the technology industry and an opportunity to join a company at the forefront of establishing de facto leadership in this new market.

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

What we want you to do:

• Prospect into target accounts building pipeline across a range of opportunities managing multiple complex sales processes simultaneously forecasting accurately and ultimately closing new customers for Apptio’s Technology Business Management SaaS offering.
• Articulate the Apptio value proposition to senior business leaders like the CIO and CFO based on a deep understanding of IT operations and management
• Quickly grasp and convey key financial management concepts that are the core of the Apptio solution
• Document all sales activities and client interactions in saleforce.com

Required Technical and Professional Expertise

• Multiple years of highly successful enterprise technology sales experience with a demonstrated track record of consistent over-achievement against assigned quota resulting in high levels of income attainment.
• Experience selling to the Federal government.
• Experience selling to Civilian Accounts- HHS DoT USDA SSA USPS Commerce
• Prior experience penetrating greenfield opportunities within a start-up environment has a strong advantage.

Preferred Technical and Professional Expertise

• Past experience should be with market leading companies that dominated their segment.
• Knowledge and experience in managing a highly complex technology sales process is essential.
• Experience in selling SaaS solutions business/financial applications or BI solutions is a plus.
• Candidates should have a strong executive presence.