Apptio Strategic Account Manager

IBM • San Jose, CA • 1h ago

Introduction

The Strategic Account Manager is an individual contributor role responsible for managing and growing revenue for a defined set of current Apptio customers. This role offers tremendousvisibility within Apptio's executive leadership team including debriefing the

CEO, CRO and VP of Global Account Management on a frequent basis. This highly complex sales effort combines deep IT

operational and financial understanding with an overriding need for solid business acumen in order to effectively convey the value

of Apptio's suite of applications to senior decision makers. In return, this position offers lucrative 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

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.

Required technical and professional expertise

Multiple years of highly successful strategic technology sales experience, and/or large account management experience, with a demonstrated track record with consistent over-achievement against assigned quotas.

Experience selling SaaS solutions, business/financial applications, or BI solutions.

Frequent travel (30-40%) requires visiting prospects and customers, as needed.

Preferred technical and professional experience

SaaS Experience

IBM is committed to creating a diverse environment and is proud to be an equal-opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender, gender identity or expression, sexual orientation, national origin, caste, genetics, pregnancy, disability, neurodivergence, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.

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