Introduction

Apptio is an IBM unit offering a cloud-based platform and SaaS applications that enable businesses to gain visibility into IT costs, align technology investments with business priorities, and make data-driven decisions about their technology spend.
Research more: www.apptio.com

IBM offers an inclusive work environment and several growth opportunities.

Your role and responsibilities

• Own prospecting activities into your account base.

• Develop and execute on a strong prospecting plan of attack, including call scripts, audience segmentation and approach.

• Qualify interested candidates and arrange introductory conversations with customers and Field Sales.

• Deliver sales presentation when necessary.

• Track all relevant qualification and lead management activity using Salesforce.com (including calls, prospect pipeline, account notes, etc.)

• Quickly learn the technical aspects of the product, effectively communicate the value proposition and be able to react to objections, competitive questions and other FAQs.

• Provide business acumen for customers and strive to understand the business problem we are solving in order to best configure the solution and exceed customer expectations.

• Collaborate successfully with Field Sales to optimize team selling productivity.

• Provide value-added market intelligence to the Sales, Marketing, Product, and Customer Success teams.

Required education

Bachelor's Degree

Required technical and professional expertise

• Fluent German OR Spanish OR Italian + English (required)
• Ability to deliver results in driving pipeline revenue opportunities for enterprise software-level deals

• Ability to conduct extensive cold calls and email campaigns and navigate org charts

• Excellent organizational, analytical, and problem-solving skills

• Creative tactics to reach the executive management of enterprise IT

• Team player with solid communication and presentation skills

• Ability to share best practices, continually improve processes and messaging, and provide clear and consistent reporting to Executive Management

• Ability to work independently & proactively in a dynamic environment
• Basic understanding of Apptio and its relationship with IBM

Preferred technical and professional experience

• Experience in SaaS sales or telephone prospecting is preferred

• Experience in using Sales prospecting tools and CRM

• Recent IT industry and/or enterprise selling experience is preferred.
• We are looking for someone who is excited to work in a fast-moving, high-growth company for an opportunity to drive revenue growth and advance a career in large enterprise sales