Senior Enterprise Sales Executive - Apptio

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
– 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. We have been named as the leader in the Gartner Magic quadrant for Cloudability in October 2024. Our acquisition by IBM is reinforcing our spot of market leader and will reserve some future product evolvements that will make us in a even stonger 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.

Our expectations of you:

• You excel in strategic selling by cultivating strong relationships with CxO- level executives across complex organizations.
• You successfully open doors at large accounts, build a robust pipeline, manage intricate sales processes, accurately forecast, and close deals with both new and existing customers.
• You are skilled at fostering relationships that expand the customer install base.
• You effectively communicate the Apptio value proposition to senior business leaders, such as CIOs and CFOs, leveraging your deep understanding of IT operations and management.
• You can quickly grasp and articulate key financial management concepts central to the Apptio solution.
• You thrive in an independent, unstructured environment, meeting multiple sales objectives simultaneously.
• You challenge customers to rethink their current business operations and propose solutions that align with their growth strategies through technology innovation.
• You collaborate with various teams within the organization to ensure the success of your sales initiatives, taking the lead in driving results.
• You work closely with marketing and GSI partner organizations to develop strategic plans aimed at driving revenue growth.
• Frequent travel is required to engage with prospects and customers.

Required Technical and Professional Expertise

• 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, incl. knowing the mechanics of SaaS
• Attitude of “can do” and motivator for the rest of the sales team
• Proven ability to independently develop, manage and close new client relationships at CxO level (CIO/IT, CFO/IT finance) in Major, complex accounts
• Experience building relationships with Economic Buyers and Executive Sponsors
• Track record of overachievement with experience hitting quota of $1M+ of ARR per year
• Mastered a solution-based approach to selling with experience managing complex sales processes
• Proactive, independent thinker with high energy/positive attitude
• Excellent verbal and written communication, presentation, and relationship management skills
• Ability to thrive in fast-paced environment
• Prior experience in a start-up environment

Preferred Technical and Professional Expertise

• Highly successful enterprise technology sales experience, with a demonstrated track record of consistent over-achievement against assigned quota and a resulting high level of income attainment.
• Past experience should be with market leading companies that dominated their segment.
• Knowledge and experience in managing a highly complex technology sales process is essential.
• Experience in selling SaaS solutions, business/financial applications, or BI solutions is a plus.
• Candidates should have an ability to over time develop a strong executive presence – intelligent, polished, and articulate.

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About Business Unit

About Business Unit
IBM has a global presence, operating in more than 175 countries with a broad-based geographic distribution of revenue. The company’s Global Markets organization is a strategic sales business unit that manages IBM’s global footprint, working closely with dedicated country-based operating units to serve clients locally. These country teams have client relationship managers who lead integrated teams of consultants, solution specialists and delivery professionals to enable clients’ growth and innovation. By complementing local expertise with global experience and digital capabilities, IBM builds deep and broad-based client relationships. This local management focus fosters speed in supporting clients, addressing new markets and making investments in emerging opportunities. Additionally, the Global Markets organization serves clients with expertise in their industry as well as through the products and services that IBM and partners supply. IBM is also expanding its reach to new and existing clients through digital marketplaces.

Your Life @ IBM

Your Life @ IBM
In 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.

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About IBM

About IBM
IBM’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.

Other Relevant Job Details

Location Statement
IBM wants you to bring your whole self to work and for you this might mean the ability to work flexibly. If you are interested in a flexible working pattern, please talk to our recruitment team to find out if this is possible in the current working environment.

Being You @ IBM

Being You @ IBM
IBM 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.

Key Job Details
Role:
Senior Enterprise Sales Executive – Apptio

Location:
Copenhagen, DK

Category:
Sales

Employment Type:
Full-Time

Travel Required:
Up to 60% or 3 days a week (home on weekends – based on project requirements)

Contract Type:
Regular

Company:
(0036) IBM Danmark ApS

Req ID:
735705BR

Apply now

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