VP Enterprise Sales Representative- West Region

Introduction
You: You are a new business sales hunter who enjoys developing long-term client relationships as well as developing key account planning for these clients. You have a growth mindset and thrive in a collaborative team centric environment. You have a successful track record of running a geographical territory with responsibility for performance against sales goals. You display a strong sense of urgency effective time management skills and relish sales collaboration with internal departments/teams.

Us: The Apptio Field Sales Organization is a curious urgent and high-spirited group of people building positive long-standing relationships with our customers prospects and partners. Our passion is matched by our conviction of what the Apptio portfolio can bring to World Class IT and Finance organizations. Focused on results we are committed to continuously improve bring value and adapt to the key needs of our customers.

Your Role and Responsibilities

You:
You are responsible for hiring training developing and leading a successful team of Account Managers with a mission to maintain and grow existing strategic clients and consistently exceeding quarterly and annual quotas for the assigned region. This is a performance-based culture committed to meeting our targets.

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.

What we want you to do:

• Provide leadership for a collaborative high performing sales team. Encourage empower and motivate while pairing business and revenue objectives with appropriate growth initiatives.
• Direct sales activities within assigned region to ensure that company revenue goals and objectives are achieved quarter over quarter and year over year.
• Accurately forecast region based on expertise in qualification and sales process review.
• Accurately and consistently forecast monthly quarterly and annual revenue numbers.
• Ensure team is effectively building pipeline and hold team accountable for executing each phase of the sales process to achieve quarterly sales quota.
• Segment territory to best use resources to cover customer accounts.
• Leverage correct resources at the right stage of the sales process. Ensure resources are aligned appropriately to support opportunities and customer requirements.
• Participate in sales strategy and mentorship calls.
• Participate in the sales process: partner with internal and external teams to identify penetrate and close large complex enterprise software deals.
• Ensures team is building and leveraging customer relations throughout the buying and selling process.
• Support sales team in building champions in customer accounts
• Coach sales team to incorporate knowledge of Apptio’s solutions the consumer and key competitors into during sales process and use that knowledge to uncover customer needs and craft value-based solutions.
• Collaborate with solutions engineering account management corporate sales alliances professional services product and engineering teams to build a seamless customer experience.
• Articulate and evangelize the vision and positioning of the company our products and services resulting in accelerated revenue growth while maintaining a customer/partner-centric mindset.
• Execute business sales and marketing plans for assigned region.
• Coach and mentor team to develop their ability to effectively sell Apptio solutions and services.
• Provide regular informal and formal performance feedback to direct reports.
• Ensure team members are trained and coach them to effectively execute.
• Provide recognition of the right behaviors as well as positive coaching for areas of improvement
• Effectively handle conflict that may arise both internally and with the customer.
• Share best practices regarding tools sales techniques and account management with peers and team members.

Required Technical and Professional Expertise

• Multiple successful years selling software at least 3 in the enterprise space.
• Multiple years as a people manager. Leading a field sales team of over 5 people selling a complex purpose-built application
• Multiple years’ experience in selling cloud-based applications in a relevant space (TBM Business Intelligence Data Analytics Planning ERP or other complex applications)
• Validated methodology around Talent Management specifically around hiring enabling enriching and retaining extraordinary enterprise sales talent. Also track record of moving out non-performers.
• Experience in implementing managing and adjusting sales processes and GTM strategies in a complex enterprise environment.

Preferred Technical and Professional Expertise

• Strong cross team collaboration
• Consistent record of selling complex applications to the CIO CFO AND other senior level decision makers in their organization.
• Adept at data-driven business management
• Proven methodology around Salesforce Hygiene and management of a complex and diverse sales team
• A clear and concise plan on their career progression and goals