Enterprise Account Manager

Introduction
As an organization, IBM has a very strong culture; it is open, transparent, and very customer focused. Leaders in the organization consistently showcase the following key attributes and look to build teams that embrace these qualities every day:
Growth Mindset
Dealing with ambiguity and change
Take ownership and has accountability
Customer-focused
Foster an inclusive environment You: An individual contributor responsible for running a portfolio of current enterprise customers. You will combine your SaaS sales experience with solid business insight to successfully position Apptio’s suite of applications to provide value/ROI. In return, this position offers uncapped income potential in one of the most strategic, fastest-growing segments of the technology industry and an opportunity to join a company at the forefront of establishing de facto leadership in this new market. Your Role and Responsibilities

• 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 marshaling 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.
• Experience in selling enterprise SaaS based solutions.

Preferred Technical and Professional Expertise

• Successful at growing and extending commercial relationships with customers at senior level.
• 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.

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