IBM Automation Technology Sales Specialist - Apptio in Segrate, ItalyIntroduction
Apptio, now IBM, is the leading technology spend and value management software provider. Its AI-powered data insights empower leaders to make smarter financial and operational decisions. A pioneer and category leader in Technology Business Management (TBM) and FinOps, Apptio works with thousands of customers, partners, and community members worldwide. Visit www.apptio.com
Your Role and Responsibilities You: An individual contributor responsible for running a portfolio of current enterprise Apptio customers. You will combine your SaaS sales experience with solid business insight to successfully position Apptio's suite of applications to provide value/ROI. In return, this position offers uncapped income potential in one of the most 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.
Run a portfolio of current enterprise customers, engaging in a continual selling effort to improve the value of the Apptio solution and craft demand for additional revenue opportunities beyond the initial subscription business.
Focus on building relationships across a range of personas and functions within the customer organization, to include 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 complex 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 Apptio's Technology Business Management SaaS offering.
Articulate the Apptio value proposition to senior business leaders including the CIO, CFO, and their senior staff. Solve problems promptly and efficiently by marshalling the required Apptio resources and leading the collective team to enable customer success.
Be passionate about ensuring a customer realizes significant value with Apptio.
Required Technical and Professional Expertise Demonstrable previous experience and a successful track record in selling software solutions.
Sales Account Management experience, including upselling, cross selling and renewals.
Strong experience on cloud platforms such as AWS, Azure, Google Cloud and SaaS selling.
Understanding financial principles and budgeting techniques. This includes cost analysis, forecasting, budget allocation, and variance analysis to optimize customer spending.
Preferred Technical and Professional Expertise Successful at growing and extending commercial relationships with customers at senior level dealing with CIO and CFO.
Past experience as a Presales Consultant or Technical Account Manager would be a plus.
Demonstrated track record of consistent over-achievement against assigned quotas and club attendance.
Knowledge and experience of handling highly complex technology sales process is needed.
Prior experience in a start-up environment is not required but will be weighed positively.
You should have a strong executive presence - intelligent, polished, and articulate.
You have been regarded as an authority within your field.
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