Massachusetts Veterans Jobs

Introduction

Apptio, an IBM company, 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

As an IBM Apptio Enterprise Account Manager you will manage a defined set of current Apptio Enterprise customers, engaging in a continual selling effort to enhance the value of the IBM Apptio solution and expand revenue opportunities beyond the initial subscription business.

• Focus on building relationships across a range of functions within the customer organization to include IT Operations, IT PMO, FinOps and Finance. Interact at both the senior executive and operational management level to effectively convey the IBM Apptio value proposition and promote use and adoption within the customer organization.

• Manage multiple complex sales efforts simultaneously, supporting a renewal base of multiple millions of dollars in annual revenue.

• Forecast business accurately and close both new and renewal revenue opportunities for IBM Apptio’s SaaS offering.

• Articulate the Apptio value proposition to senior business leaders like the CIO or CFO based on a deep understanding of IT operations and management; solve problems promptly and efficiently by marshaling cross-functional IBM and Apptio resources to address customer issues and concerns.

• Be passionate about ensuring our customers realize significant value with Apptio.

This job can be performed from anywhere in the US.

Required technical and professional expertise

• Multiple years of highly successful technology sales experience, and/or large account management experience, with a demonstrated track record with consistent over-achievement against assigned quotas.

• Experience selling SaaS solutions, business/financial applications, or BI solutions.

• Frequent travel (30-40%) requires visiting prospects and customers, as needed.

Preferred technical and professional experience

• 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 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.