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Strategic Account Manager

IBM

IBM

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See open jobs at IBM.
Sales & Business Development
Posted on Saturday, January 20, 2024
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

What we want you to do:

  • 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 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 Expertise

  • Multiple 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.
  • Frequent travel required visiting prospects and customers.
  • Ability to work independently from home and during travel in an unstructured and fluid capacity to meet simultaneous sales objectives.
  • Remote customer and internal work required; need to be comfortable in extended phone conversations, conference calls, and remote computer sessions.
  • Work or travel on a weekend is sometimes required to meet customer and prospects needs to ensure successful revenue generation.

This job is no longer accepting applications

See open jobs at IBM.