IBM Senior Enterprise Sales Executive - Apptio 

Sweden, Stockholm 

110205041

Apptio applications deliver six key capabilities:
– cost transparency
– actionable insights
– planning and forecasting
– usage and consumption
– value management
– showback/chargebackYour Role and Responsibilities

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.