IBM Senior Enterprise Sales Executive - Apptio 

Netherlands, North Holland, Amsterdam 

640289287

As a new business Senior Sales Executive you will be an individual sales contributor responsible for driving new subscription revenue opportunities. You will have proven experience selling complex IT software and SaaS solutions into multiple stakeholders at CXO level (and LOB) with an understanding of IT operational and financial planning and an overriding need for solid business acumen in order to effectively convey the value of Apptio’s suite of applications to senior decision makers. Reporting to the Regional VP, Northern Europe, this role is based in our Amsterdam office and is supported by the field-based pre-sales technical organization.

Your Role and Responsibilities
What we want you to do:

• Prospect into target accounts, building pipeline across a range of opportunities, managing multiple complex sales processes simultaneously, forecasting accurately and ultimately closing new customers for Apptio’s Technology Business Management SaaS offering.
• Articulate the Apptio value proposition to senior business leaders like the CIO and CFO based on a deep understanding of IT operations and management.
• Quickly grasp and convey key financial management concepts that are the core of the Apptio solution.
• Frequent travel required visiting prospects and customers.
• Need to be able to work independently in an unstructured and fluid capacity in order 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
Required Technical and Professional Expertise

• Significant experience in selling non-transactional enterprise software.
• Experience selling to CIO/IT, CFO/IT Finance and senior leaders, net new logo attainment into Enterprise accounts.
• Fluent in Dutch and English.

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.
• Prior experience in a start-up environment is not required but will be weighed positively.
• Candidates should have an ability to over time develop a strong executive presence – intelligent, polished, and articulate.