IBM

At Apptio, we empower organizations to optimize their financial operations and align technology investments with business goals. The Apptio platform is at the forefront of transforming how businesses manage IT and financial landscapes, and we are looking for a Presales Solutions Consultant with focus on the Benelux.

At Apptio, we foster a culture of continuous growth, inclusivity, and customer-centricity. As part of our team, you’ll be encouraged to:

• Embrace a Growth Mindset: We continuously evolve and encourage our team members to explore new ideas and learn from every experience.
• Lead in Ambiguity: In a fast-paced industry, agility and problem-solving are essential. We value those who can thrive in dynamic environments and take ownership of their work.
• Focus on Customer Success: Everything we do centers around delivering value to our customers and helping them achieve their business goals.

The Solution Consultant works in the field sales team and drives revenue by supporting new sales opportunities. You are great at discussing how cloud and other IT spend can be allocated and optimized using our SaaS-based products.  Your solution-based discussions, presentations, demos, and technical validation activities show how we deliver business value. You will lead the solution design and be technically responsible for sales wins. 

• Discovery: Work closely with the sales team to identify potential sales opportunities, conduct in-depth discovery sessions with prospects to uncover their IT business management challenges, and understand their vision for a solution.
• Advise: Act as a trusted advisor to customers and prospects, guiding them on how to leverage Apptio’s suite of solutions to solve their business and technical challenges, and achieve their financial and operational goals.
• Product Presentations & Demonstrations: Deliver tailored presentations and live or remote product demonstrations that showcase Apptio’s ability to meet Cloud Cost Management and FinOps challenges, directly addressing the prospect’s pain points and demonstrating Apptio’s value.
• Technical Solution Design: Lead the design of customized solutions, delivering in-depth overviews of ApptioOne's architecture and proprietary capabilities. Provide clarity on how our solutions deliver unique value in the marketplace.
• Technical Validation Events: Manage and execute technical validation events, where you’ll collaborate with customers to use their data in showcasing how Apptio’s solutions can solve their specific challenges.
• RFI/RFP Responses: Take ownership of responding to RFIs and RFPs by developing clear, accurate, and timely responses that showcase Apptio’s unique capabilities and fit with the prospect's needs.
• Knowledge Sharing: Collaborate with and share your expertise with the Apptio Presales team, both informally and through formal training sessions, to ensure a collective advancement in knowledge and skills.
• Educate and Evangelize: Promote Apptio’s solutions and share industry insights by speaking at public, customer, and marketing events such as conferences, webinars, and executive briefings.
• Collaboration & Customer Support: Be the trusted advisor for cloud and financial management solutions, coaching customers, market partners, and colleagues toward value-based decisions with a consultative approach.
• Customer Advocacy & Feedback: Provide ongoing feedback to product management and engineering teams, ensuring customer needs and market demands are represented in Apptio’s product development roadmap.

• Educational Background: A bachelor’s degree in finance, business administration, information systems, or a related field.
• Experience & Expertise: 5+ years of experience as a Solutions Consultant or Sales Engineer, working with and selling to IT organizations across various industries and sizes.
• Financial Knowledge: Strong understanding of financial concepts like profitability analysis, cost allocation, and financial planning. Familiarity with accounting principles and business process optimization is essential.
• Enterprise Software & IT Frameworks: Familiarity with enterprise software (e.g., SAP, Workday, ServiceNow, Oracle) and key IT management concepts such as IT Financial Management, Service Management, Agile development, and Value Proposition.
• FinOps and Financial Modelling Skills: Hands-on experience with financial modeling tools and familiarity with cloud solutions (AWS, Google Cloud, Azure) 
• Certifications: Certified FinOps Practitioner with experience in financial operations; ITIL or equivalent certification is a bonus.
• Technical Validation & Solution Design: Proven ability to design and validate technical solutions that address customer needs, particularly in IT and financial management.
• Communication & Languages: Fluent in Dutch and English

• IT Industry Knowledge: A solid understanding of IT organizations, including experience selling to IT decision-makers across industries.
• Analytical & Technical Abilities: Proficiency with APIs, Python, or other scripting tools to enhance analytical tasks and solution design.
• Additional Languages: Proficiency in any other European language is a plus.