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IBM Enterprise Account Manager Spain, Community of Madrid, Madrid 365156070
03.07.2024
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Growth Mindset
Dealing with ambiguity and change
Take ownership and has accountability Foster an inclusive environment
Dealing with ambiguity and change
Take ownership and has accountability Foster an inclusive environment
Your Role and Responsibilities
- Run a portfolio of current enterprise customers, engaging in a continual selling effort to improve the value of the Apptio solution and craft demand for additional revenue opportunities beyond the initial subscription business.
- Focus on building relationships across a range of personas and functions within the customer organisation, to include IT Operations and Finance. Interact at both the senior executive and operational management level to effectively convey our value proposition and promote use and adoption within the customer’s organization.
- Handle multiple complex sales efforts, 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 including the CIO, CFO, and their senior staff. Solve problems promptly and efficiently by marshaling the required Apptio resources and leading the collective team to enable customer success.
- Be passionate about ensuring a customer realises significant value with Apptio.
Required Technical and Professional Expertise
- Demonstrable previous experience and a successful track record in selling software solutions.
- Sales Account Management experience, including upselling, cross selling and renewals.
- Experience in selling enterprise SaaS based solutions.
Preferred Technical and Professional Expertise
- Successful at growing and extending commercial relationships with customers at senior level.
- Past experience as a Presales Consultant or Technical Account Manager would be a plus.
- Demonstrated track record of consistent over-achievement against assigned quotas and club attendance.
- Knowledge and experience of handling highly complex technology sales process is needed.
- Prior experience in a start-up environment is not required but will be weighed positively.
- You should have a strong executive presence – intelligent, polished, and articulate.
- You have been regarded as an authority within your field.
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