IBM

Apptio IBM is the leading technology spend and value management company for financial and operational decisions across Information Technology (IT), multi-cloud FinOps, and product development. Apptio's mission is to deliver business value with every technology investment. Powered by Apptio’s cloud platform and AI/ML data engine, Apptio’s SaaS applications translate technology spend into clear business outcomes and financial ROI. Apptio applications deliver six key capabilities: cost transparency, actionable insights, planning and forecasting, usage and consumption, value management, and showback /chargeback. As a trusted leader in FinOps and Technology Business Management (TBM) with thousands of customers worldwide, Apptio empowers leaders to cut costs and redirect investments to digital innovation. (We have been named as the leader in the Gartner Magic quadrant for Cloudability in 24 and Leader in the Forrester wave in 24.)

Our acquisition by IBM is reinforcing our spot of market leader and will reserve some future product evolvements that will make us an even stronger position in the market . As a note we are acting as a separate business unit under IBM.

Responsible for advancing new and existing Strategic and Regional SI’s in Italy The primary objective of this role is the revenue growth through partners of Apptio. The role will lead the optimization and activation of an existing partner base, while simultaneously accelerating the development of new partners. The successful candidate will win, maintain, educate, and expand relationships with their channel partners. 

You are an energetic, self-motivated and successful professional, who have sold and delivered great partner value in your region. You have exceeded your targets, built new markets, and collaborated with your eco system in achieving your company goals.

You are fluent and comfortable with challenging and inspiring senior key stakeholders in strategic and channel partners, as well as capable of driving initial domain expertise conversations with all layers.

You have strong experience of collaborating closely with partners (System Integrators, Hyperscale’s and Resellers) to identify customer needs, leverage joint solutions, and strategically co-sell.

You deeply understand the challenges between Finance, IT and the business, and you preferably already know FinOps, TBM and Scaled Agile on a high level.

Your mentality is “can do” and you work as an entrepreneur with high quality and ethical standards.

Multiple partners in your territory already know you well, and their impression of you helps you drive business and open doors.

Responsible for achieving customer introductions via partners that lead to sales and represent Apptio products and services to partners that our joint offerings developed with strategic partners. The Channel & Alliances Manager must have a background selling software solutions, effective channel recruitment, and enablement strategies, conducting in-person sales calls and having a history of educating channel partners to achieve success. The role will involve driving pre-developed GTM’s with our Strategic Partners (examples being Accenture, AWS, Cap Gemini, IBM Consulting, Deloitte and EY, Protiviti) as well as driving joint business with a range of country focused IBM business partners. You speak Italian as your other tongue and English fluently. 

We are looking for someone with:

·        Bachelor's degree or equivalent with proven success in channel sales, extensive experience in enterprise software and a background in a SaaS based company

·        MBA or other advanced degree would be beneficial

·        An extensive network of channel partners within the assigned territory

·        Documented success of bringing new channel partners to an organization

·        Proof of quota attainment and meeting performance objectives

·        Talented cross-functional collaborator able to develop trusted relationships and rapport

·        Excellent communication skills, including the ability to exercise assertiveness to influence others to create desired sales results

·        Strong initiative, organization and prioritization skills with the proven ability to work in a self-directed environment

·        Flexible, innovative, and able to respond appropriately in a time-critical environment

·        Excellent presentation skills

·        Ability to travel up to 50% of the time

A minimum of three years of demonstrated experience in working with two or more of the following companies is required:

·        Accenture

·        Deloitte

·        Cap Gemini

·        Amazon Web Services and or Azure

·        Protiviti

·        IBM Consulting

·        E&Y

Working Conditions:

• Frequent travel required visiting partners.
• 3 days a week in the office 
• Need to be able to work independently in an unstructured and fluid capacity in order to meet simultaneous sales objectives.

• You understand strategic selling by building strong relationships at CxO level throughout complex partner organizations
• You open doors at large partners, build pipeline, manage complex sales processes, forecast accurately and you support  opportunity pursuits by collaborating with many teams
• You articulate the Apptio value proposition to senior partner business leaders
• Quickly grasp and convey key financial management concepts that are the core of the Apptio solution.
• Need to be able to work independently in an unstructured and fluid capacity in order to meet simultaneous sales and partner objectives.
• Challenge the partners status-quo around their current business operations.
• Propose solutions which enable and align to the partners growth strategies through technology innovations.
• Liaise with the different side of the organisation and leverage IBM ecosystem and colleagues to ensure the success of your partner and sales campaigns, you are in the driving seat
• Work as a team and collaborate with marketing & Sales organizations to develop high-level plans to drive revenue growth.
• Frequent travel required visiting partners.