Technology Seller

Introduction
Apptio and IBM Company is a culture that is focused on delivering wildly successful customers. We empower our employees to take action be transparent and take responsibility for their results. At Apptio we believe in getting things done and doing them right. You’ll be part of a group of ambitious and insightful individuals who are eager to collaborate work as a team and prioritize the customer experience above all else. Our account management team is a global unit comprised of seasoned sales professionals and the company relies on this team to ensure customers derive value from our products and maintain and grow revenue consistently. Consequently there is unwavering support at all levels of the company to enable the Account Management team’s success.

Your Role and Responsibilities

• Manage our portfolio of current enterprise Cloud and Agile customers engaging in a continual selling effort to enhance the value of our Apptio solutions and craft demand for additional revenue opportunities beyond the initial subscription business.
• Focus on forming key stakeholder relationships across a range of personas and functions within the customer organization to include Business Units IT Operations and Finance. Interact at both the senior executive and operational management level to effectively convey our value proposition and promote use and adoption within the customer’s organization.
• Handle multiple Cloud and Agile sales efforts supporting a renewal base of multiple millions of dollars in annual revenue.
• Forecast business accurately and close both new and renewal revenue opportunities for our Cloud and Agile offerings.
• Articulate our Cloud and Agile value proposition aligned to each customers’ unique strategic initiatives to the 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.

Required Technical and Professional Expertise

• Multiple years of Cloud or Agile sales experience.
• Knowledge and experience in handling a complex technology sales process.
• Demonstrated experience with Cloud practices as it relates to IT management.
• Experience in selling Cloud or Agile solutions.
• Have a credible voice with customer executive decision makers and stakeholders.

Preferred Technical and Professional Expertise

• Requires multiple 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.
• Ability to work independently from home and during travel in an unstructured and fluid capacity in order 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.