Address Introduction
At Apptio an IBM Company, Apptio's culture is focused on delivering wildly successful customers. We do this by empowering our employees to act, be transparent and be accountable for the results they are responsible for delivering. We get things done and we do things right at Apptio. You will find a collection of ambitious and insightful people that also want to lend a hand, work as a team, and prioritise the customer experience above all else. Our account management function is a global team made up of seasoned sales professionals. The company looks to that team to ensure customers realise value from our products and that we maintain and grow that revenue stream year in and year out. As a result there is tremendous support for enabling the success of the Account Management team from all levels of the company.
Your Role and Responsibilities
As a Enterprise Account Manager, you will be 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. You will oversee projects and business relationships with assigned accounts to grow the relationship and exceed customer's expectations. 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.
- 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. 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.
- Help lead and schedule kick-off and the onboarding process for new customers, including initial and on-going training and working sessions.
- Leverage the tool with to estimate future spend and identify estimated overage dates and renegotiate the contract for those customers
- Identify the need and upsell small to large services dependent on the customer's needs
- Handle multiple complex sales efforts, supporting a renewal base of multiple millions of dollars in annual revenue.
- Understand the customer needs, influence the customer roadmap, and build mutual value at each stage of the customers journey.
- Drive revenue to meet or exceed quarterly revenue targets.
- Engage customers through Product value meetings, hosting Customer Advisory Board in each Territory and training for new BUs, and Quarterly Business Reviews/Executive Briefings
- Evaluate assigned account's business processes and provide recommendations for automation and enhancements that generate additional revenue
- Act as liaison for internal and external communications with assigned accounts. Manage ongoing conference calls and ensure a positive relationship with assigned accounts. Provide regular status reports and manage task lists on assigned accounts progress for all project areas
- 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.
Required Technical and Professional Expertise
- 5 + years Technology or SaaS related sales or account management experience, including closing experience
- Background in public cloud infrastructure and pricing
- Proven C-level selling and negotiation experience
- Exceptional verbal and written communications skills
- Experience using a CRM software system, preferably SalesForce
- A technical background in engineering, computer science, or IT is a plus
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.
About Business UnitApptio is the leading software to fuel digital transformation. We help technology and finance leaders make smart decisions as they plan, analyze, and optimize technology investments in pursuit of digital transformation. Apptio's software uses machine learning to translate technology costs and utilization across on-premises systems, vendors, projects, agile and cloud systems into a holistic, business-centric view. With Apptio, IT leaders make smarter digital transformation investments. Companies of all sizes and geographies trust Apptio to fuel their digital transformation, including 50% of the Fortune 100. For more information, please visit www.Apptio.com.
As an organization, Apptio 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
Your Life @ IBMIn a world where technology never stands still, we understand that, dedication to our clients success, innovation that matters, and trust and personal responsibility in all our relationships, lives in what we do as IBMers as we strive to be the catalyst that makes the world work better.
Being an IBMer means you'll be able to learn and develop yourself and your career, you'll be encouraged to be courageous and experiment everyday, all whilst having continuous trust and support in an environment where everyone can thrive whatever their personal or professional background.
Our IBMers are growth minded, always staying curious, open to feedback and learning new information and skills to constantly transform themselves and our company. They are trusted to provide on-going feedback to help other IBMers grow, as well as collaborate with colleagues keeping in mind a team focused approach to include different perspectives to drive exceptional outcomes for our customers. The courage our IBMers have to make critical decisions everyday is essential to IBM becoming the catalyst for progress, always embracing challenges with resources they have to hand, a can-do attitude and always striving for an outcome focused approach within everything that they do.
Are you ready to be an IBMer?
About IBMIBM's greatest invention is the IBMer. We believe that through the application of intelligence, reason and science, we can improve business, society and the human condition, bringing the power of an open hybrid cloud and AI strategy to life for our clients and partners around the world.Restlessly reinventing since 1911, we are not only one of the largest corporate organizations in the world, we're also one of the biggest technology and consulting employers, with many of the Fortune 50 companies relying on the IBM Cloud to run their business. At IBM, we pride ourselves on being an early adopter of artificial intelligence, quantum computing and blockchain. Now it's time for you to join us on our journey to being a responsible technology innovator and a force for good in the world.
Location StatementFor additional information about location requirements, please discuss with the recruiter following submission of your application.
Being You @ IBMIBM 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.
