Introduction
At IBM, work is more than a job – it’s a calling: To build. To design. To code. To consult. To think along with clients and sell. To make markets. To invent. To collaborate. Not just to do something better, but to attempt things you’ve never thought possible. Are you ready to lead in this new era of technology and solve some of the world’s most challenging problems? If so, lets talk.

Your Role and Responsibilities

• Proven and Demonstrated Industry expertise in Cloud Cost Management/FinOps solutions.
• Manage, Lead, Drive and Close Sales opportunities with sellers driving growth for Apptio business.
• Educate clients and sellers on best practices around Technology Business management and FinOps.
• 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.
• Effectively manage client relationships, define IBM’s value proposition, and engage key decision-makers.
• Sales Process Management and Collaboration: Oversee the entire sales process, with a focus on expanding new business opportunities, and collaborate closely with various IBM teams.
• Focus on building relationships across a range of personas and functions within the customer organization, including 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’s organization.

Required Technical and Professional Expertise

• Experience should be with market leading companies that dominated their segment.
• Knowledge and experience in managing a highly complex technology sales process is essential.
• Demonstrated experience with financial concepts and practices as it relates to IT management.
• Experience in selling SaaS solutions, business/financial applications, or BI solutions is a plus.
• Candidates must be able to have a credible voice with customer executive decision makers and stakeholders.

Preferred Technical and Professional Expertise

• 5+ 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.
• Familiarity with FinOps technology markets trends and platforms
• Demonstrated selling experience with one of the following solutions: Tanzu CloudHealth, CloudCheckr, CloudWatch, Nicus etc
• FinOps Certification is preferred
• Expertise in any of the following is a plus: ApptioOne, Cloudability, TargetProcess
• Frequent travel requires visiting prospects and customers