Join to apply for the Apptio Account Manager DACH (f/m/x) role at IBM
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Join to apply for the Apptio Account Manager DACH (f/m/x) role at IBM
Introduction
Apptio IBM is the leading technology spend and value management company for financial and operational decisions across Information Technology (IT), multi-cloud FinOps, and product development. Apptio\'s mission is to deliver business value with every technology investment. Powered by Apptio’s cloud platform and AI/ML data engine, Apptio’s SaaS applications translate technology spend into clear business outcomes and financial ROI. Apptio applications deliver six key capabilities: cost transparency, actionable insights, planning and forecasting, usage and consumption, value management, and showback/chargeback. As a trusted leader in FinOps and Technology Business Management (TBM) with thousands of customers worldwide, Apptio empowers leaders to cut costs and redirect investments to digital innovation. Our acquisition by IBM is reinforcing our market leadership and will drive future product evolutions to strengthen our position in the market.
Your Role And Responsibilities
You are an energetic and self-motivated professional with a proven track record of delivering exceptional customer value in your region. You consistently exceed targets, develop new markets, and collaborate effectively within your ecosystem to achieve company goals. You communicate fluently with CIOs, CFOs, COOs, and key stakeholders, inspiring and challenging them while initiating meaningful conversations across all organizational levels. You possess a deep understanding of the interplay between Finance, IT, and business operations, with a solid grasp of FinOps, TBM, and Scaled Agile methodologies. Your \"can-do\" mentality drives you to work with an entrepreneurial spirit, upholding high quality and ethical standards. You are well-known among multiple CxOs in your territory, and their positive impressions of you pave the way for new business opportunities and collaborations.
Required Technical And Professional Expertise
Our expectations of you:
- You understand strategic selling by building strong relationships at CxO level throughout complex organisations.
- You open doors at large accounts, build pipeline, manage complex sales processes, forecast accurately, and close deals with new and existing customers.
- You are able to foster relationships with customers and grow the install base.
- You articulate the Apptio value proposition to senior business leaders like the CIO and CFO based on a deep understanding of IT operations and management. You quickly grasp and convey key financial management concepts that are core to the Apptio solution.
- You can work independently in unstructured and fluid environments to meet sales objectives.
- You challenge the customers\' status quo around their current business operations.
- You propose solutions that enable and align with the customers\' growth strategies through technology innovations.
- You liaise with different parts of the organization to ensure the success of your sales campaigns, taking the driving seat.
- You collaborate with marketing and GSI partners to develop high-level plans to drive revenue growth.
- You have strong experience working closely with partners (System Integrators, Hyperscalers, Resellers) to identify customer needs, leverage joint solutions, and co-sell strategically.
- Frequent travel to visit prospects and customers is required.
We Are Looking For Someone With
- 10+ years of direct selling to larger enterprises in your territory.
- Significant C-level network in your territory.
- Entrepreneurial mentality with high energy and drive.
- Financial, IT, Business background, including SaaS mechanics.
- Attitude of \"can do\" and motivation for the sales team.
- Proven ability to develop, manage, and close new client relationships at CxO level in major, complex accounts.
- Experience building relationships with Economic Buyers and Executive Sponsors.
- Track record of overachievement, with a quota of $1M+ ARR per year.
- Solution-based sales approach with experience managing complex sales processes.
- Proactive, independent thinker with high energy and a positive attitude.
- Excellent communication, presentation, and relationship management skills.
- Ability to thrive in a fast-paced environment.
- Prior experience in a start-up environment.
- Fluent in German and English.
Working Conditions
- Frequent travel required to visit prospects and customers.
- 3 days a week in the office.
- Ability to work independently in unstructured environments to meet sales objectives.
- Occasional work or travel on weekends to meet customer and prospect needs for revenue generation.
Seniority level
- Mid-Senior level
Employment type
- Full-time
Job function
- Sales and Business Development
Industries
- IT Services and IT Consulting
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