The Apptio Enterprise Sales Development Organization is a curious, urgent and high-spirited group of senior Sales & Marketing Development professionals. We take pride in training our team to be great sales people. Their next job is selling to CIO’s of billion-dollar companies. Our passion is only matched by our conviction of what the Apptio portfolio can bring to World-class IT and Finance organizations. Focused on results, we are committed to continuously improve and adapt to the key needs of our customers. We win if our customers win.

You will need a strong knowledge of how to navigate through a sales process, consultative selling skills and ability to manage and focus in a complex and dynamic environment. You will communicate and build internal relationships with a diverse range of personnel including senior sales executives, product management, field marketing and sales engineering teams. You have experience leading, coaching and mentoring marketing development teams. You can step into this role, grow the team and grow with the organization.

• Articulate and evangelize the vision and positioning of the company, our products and services, resulting in accelerated revenue growth while maintaining a customer/partner-centric mindset.

• Onboard, retain and motivate the team to meet and exceed objectives; Provide career development and mentorship.

• Execute business, sales and marketing plan for assigned region.

• Accurately forecast based on expertise in qualification and sales process review.

• Segment territory to best use resources to cover accounts.

• Coach sales team to incorporate knowledge of Apptio’s solutions, the consumer, and key competitors into the sales process and use that knowledge to uncover customer needs and craft value-based solutions.

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

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

• Own prospecting activities into your account base.

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

• Deliver sales presentation when necessary.

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

• Confirmed methodology around Talent Management, specifically around hiring, enabling, enriching and retaining world-class sales and sales development talent. Also, track record of moving out non-performers.

• Shown experience in implementing, managing and adjusting sales process and GTM strategies in a complex, enterprise environment.

• Adept at data-driven business management.

• Shown methodology around Salesforce Hygiene and management of a complex and diverse sales team.

• A clear and concise plan on their career progression and goals.

• Track record of selling complex applications to the CIO, CFO AND their underlings.