Introduction Your Role and Responsibilities Us: Apptio’s culture 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 prioritise 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 realise 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. 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 organisation, 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 realises 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 e 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. Being an IBMer means you’ll be able to learn and develop yourself and your career, you’ll be encouraged to be courageous and experiment everyday, all whilst having continuous trust and support in an environment where everyone can thrive whatever their personal or professional background. Our IBMers are growth minded, always staying curious, open to feedback and learning new information and skills to constantly transform themselves and our company. They are trusted to provide on-going feedback to help other IBMers grow, as well as collaborate with colleagues keeping in mind a team focused approach to include different perspectives to drive exceptional outcomes for our customers. The courage our IBMers have to make critical decisions everyday is essential to IBM becoming the catalyst for progress, always embracing challenges with resources they have to hand, a can-do attitude and always striving for an outcome focused approach within everything that they do. Are you ready to be an IBMer? Restlessly reinventing since 1911, we are not only one of the largest corporate organizations in the world, we’re also one of the biggest technology and consulting employers, with many of the Fortune 50 companies relying on the IBM Cloud to run their business. At IBM, we pride ourselves on being an early adopter of artificial intelligence, quantum computing and blockchain. Now it’s time for you to join us on our journey to being a responsible technology innovator and a force for good in the world. Location StatementIBM wants you to bring your whole self to work and for you this might mean the ability to work flexibly. If you are interested in a flexible working pattern, please talk to our recruitment team to find out if this is possible in the current working environment.