Introduction\n\nAt IBM Global Sales, we bring together innovation, collaboration, and expertise to help clients solve their most complex business challenges. Working across industries and geographies, you’ll partner with colleagues, clients, and partners to co-create solutions that drive digital transformation and lasting impact.Success in Global Sales is built on curiosity, empathy, and collaboration. You’ll connect technical understanding with strong people skills, building trusted relationships and shaping solutions that improve business and society. With world-class onboarding, continuous learning, and a supportive culture, IBM offers the tools and opportunities to grow your career. Join us and be part of a global team that’s passionate about driving innovation and making a difference.\n\nYour Role And Responsibilities\n\nAs a Solution Consultant with a strong focus on FinOps and Technology Business Management (TBM), you act as a technical and functional advisor in the sales process. You translate business, financial, and IT requirements into scalable cloud and IT financial management solutions. You guide customers end‑to‑end from initial discovery to value realization and proof-of-value validation.\n\nYour mission: making transparency, cost control, and business value measurable across IT and business domains.\n\nHere’s What Your Day-to-day May Look Like\n\nDiscovery & Value Definition\n\nConduct executive discovery sessions with CIO/CTO/CFO/FinOps/IT Controlling stakeholders\nBuild a combined FinOps & TBM use‑case backlog (cloud cost transparency, IT tower transparency, service costing, showback/chargeback, forecasting, Kubernetes cost insights, anomaly detection, etc.)\nTranslate strategic goals into KPIs and value stories\n\nFinOps & TBM Advisory\n\nAdvise on FinOps maturity, cloud cost transparency, optimization strategies, and tagging/labeling frameworks\nAdvise on TBM Framework, TBM Taxonomy, allocation and service costing models\nDesign target architectures (Apptio, Cloudability, Kubecost, Turbonomic) including data sources (GL/ERP, CMDB, HR, PPM, Cloud Billing)\nDefine KPI suites (e.g., unit costs, TCO, run/grow/transform ratios, cloud optimization metrics)\n\nSolution Design & Data Integration\n\nCreate data pipelines based on FinOps and TBM models\nConfigure relevant Apptio solutions\nCreate reports and dashboards for finance, IT, DevOps, and executive stakeholders\n\nTechnical & Business Validation\n\nPerform proofs-of-value using customer data, demonstrating tangible improvements (allocation quality, unit-cost baselines, savings potential)\nDevelop value scenarios, baseline‑to‑target comparisons, and ROI models\n\nRFP/RFI Leadership & Thought Leadership\n\nProduce high‑quality RFI/RFP responses\nRepresent the company at events, webinars, and internal enablement sessions\n\nCustomer Feedback & Collaboration\n\nCollaborate closely with product and engineering teams to provide structured feedback\nSupport customers in establishing governance models (FinOps domains, TBM councils, RACI)\n\nExample Use Cases\n\nCloud cost transparency & cost allocation\nKubernetes cost allocation & rightsizing\nIT tower and service transparency\nTCO modeling for applications & products\nBudgeting, forecasting & scenario planning\nVendor spend analytics\n\nRequired Technical And Professional Expertise\n\nYour Profile - What You Bring\n\nWe are looking for a professional who combines technical know-how with a solid understanding of finance paired with strong communication skills. If you enjoy working with customers, solving complex IT-financial problems, and connecting IT with business goals, this role is for you.\n\nEducation\n\nUniversity degree (Bachelor or higher) in Finance, Business Administration, Information Systems, or a similar field\n\nExperience\n\nA long and extended track record in a Presales, Solution Consulting, or Sales Engineering role\nYou have worked with IT departments in different industries and company sizes\nExperience engaging with IT, Cloud, DevOps, and Finance stakeholders\nStrong value‑selling capability and executive communication skills\n\nFinOps & TBM Knowledge\n\nDeep understanding of cloud cost models and FinOps practices\nKnowledge of TBM Framework, taxonomy, allocation models, and service costing\nExperience with Cloudability, Apptio, Kubecost, or similar tools\nStrong data modeling, financial analysis, and quality management skills\nUnderstanding of cloud billing, Kubernetes, automation, and ITIL processes\n\nLanguages\n\nFluent in Italian and English (written and spoken at least C1)\nKnowledge of other European languages is a plus\n\nPreferred Technical And Professional Experience\n\nWe are looking for someone who understands both technology and business. If you enjoy working with data, IT systems, and people, these additional skills will support your success in the role:\n\nFinOps Practitioner/Professional or equivalent certification\nTBM certification (TBM Council)\nITIL 4 Foundation\nExperience with BI tools such as Power BI or Tableau