Technology Sales at IBM is evolving its way of working to break beyond boundaries with innovative approaches. Preferring to 'show' vs. 'tell' we're looking for graduates who want to combine their deep technical education with the people skills needed to co-create with customers, partners, and colleagues - face-to-face, on solutions to our clients' most complex business challenges.
In a world where technology moves at speed, it's essential that we stay ahead of the curve to provide tailored solutions that meet our clients' needs. It's not enough for us to have the technical expertise. We need to be great with people, too. To empathize. To understand. To collaborate on technical solutions that will improve lives all over the world.
Excellent onboarding and an industry leading learning culture will set you up for positive impact and success, whilst ongoing development will continually advance your career. Our sales environment is collaborative and experiential. Part of a team, you'll be surrounded by bright minds and keen co-creators – always willing to help and be helped – as you apply passion to work that will compel our clients to invest in IBM's products, services, and people.
We get it. Navigating your career can be challenging. So many roles; all with subtle differences; which ones do you apply for? To help make your life easier, this job post provides everything you need to know if this type of role is right for you, generally speaking. Think you have some of what we're after but not all? Wonder if your application would be welcomed? Please know that it very much is. We would love to get to know you a bit better, so apply and we'll be in touch with more details about specific roles that are most suited to you and your preferences.
What we want you to do:
- Manage a defined set of current Apptio large-scale strategic customers, engaging in a continual selling effort to enhance the value of the 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 and Finance. Interact at both the senior executive and operational management level to effectively convey the 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 Apptio’s Technology Business Management 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 Apptio resources in order to address customer issues and concerns.
- Be passionate about ensuring our customers realize significant value with Apptio.
· 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.
- Software Sales Experience: 1 – 2 years of experience in software sales with a proven track record of contributing to the resolution of client's issues.
- IT Use Cases: Hands-on exposure to the practical application of computer science, information systems, or engineering concepts.