Introduction
At IBM, work is more than a job - it's a calling: To build. To design. To code. To consult. To think along with clients and sell. To make markets. To invent. To collaborate. Not just to do something better, but to attempt things you've never thought possible. Are you ready to lead in this new era of technology and solve some of the world's most challenging problems? If so, lets talk.
You: You will need a strong knowledge of how to navigate through a sales process, consultative selling skills and ability to manage and focus in a complex and dynamic environment. You will communicate and build internal relationships with a diverse range of personnel including senior sales executives, product management, field marketing and sales engineering teams. You have experience leading, coaching and mentoring sales development teams. You can step into this role, grow the team and grow with the organization.
Us: The Apptio Inbound Sales Organization is a curious, urgent and high-spirited group of Sales Development professionals. Your team focuses on commercial market customers with $1B or less in revenue. Our passion is only matched by our conviction of what the Apptio portfolio can bring to World-class IT and Finance organizations. Focused on results, we are committed to continuously improve and adapt to the key needs of our customers. We win if our customers win.
Your Role and Responsibilities
Required Technical and Professional Expertise
Preferred Technical and Professional Expertise
At IBM, work is more than a job - it's a calling: To build. To design. To code. To consult. To think along with clients and sell. To make markets. To invent. To collaborate. Not just to do something better, but to attempt things you've never thought possible. Are you ready to lead in this new era of technology and solve some of the world's most challenging problems? If so, lets talk.
You: You will need a strong knowledge of how to navigate through a sales process, consultative selling skills and ability to manage and focus in a complex and dynamic environment. You will communicate and build internal relationships with a diverse range of personnel including senior sales executives, product management, field marketing and sales engineering teams. You have experience leading, coaching and mentoring sales development teams. You can step into this role, grow the team and grow with the organization.
Us: The Apptio Inbound Sales Organization is a curious, urgent and high-spirited group of Sales Development professionals. Your team focuses on commercial market customers with $1B or less in revenue. Our passion is only matched by our conviction of what the Apptio portfolio can bring to World-class IT and Finance organizations. Focused on results, we are committed to continuously improve and adapt to the key needs of our customers. We win if our customers win.
Your Role and Responsibilities
- Lead an international team of SDRs, and optimized the selling experience to best position our products in various company types, sizes, and cultures
- Articulate and evangelize the vision and positioning of the company, our products and services, resulting in accelerated revenue growth while maintaining a customer/partner-centric mindset.
- Onboard, retain, and motivate the team to meet and exceed objectives; Provide career development and mentorship.
- Execute business, sales and marketing plan for assigned region.
- Accurately forecast based on expertise in qualification and sales process review.
- Segment territory to best use resources to cover accounts.
- Coach the sales team to incorporate knowledge of Apptio’s solutions, the consumer, and key competitors into the sales process and use that knowledge to uncover customer needs and craft value-based solutions.
- Collaborate successfully with Commercial Digital Sales Reps to optimize team selling productivity.
- Provide value-added market intelligence to the Sales, Product, and Customer Success teams.
- Lead prospecting activities into your account base.
- Develop and execute a strong prospecting plan of attack, including call scripts, audience segmentation and approach.
- Track all relevant qualification and lead management activity using SalesForce.com (including calls, prospect pipeline, account notes, etc.)
Required Technical and Professional Expertise
- 3+ successful years selling software
- Demonstrated leadership skills
- Previous Sales and Marketing experience, and a deep understanding of the seller and marketer experiences
- Ability to drive transformation projects, working with multiple stakeholders and constituencies to achieve business objectives
Preferred Technical and Professional Expertise
- Confirmed methodology around Talent Management, specifically around hiring, enabling, enriching, and retaining world-class sales and sales development talent. Also, track record of moving out non-performers.
- Shown experience in implementing, managing, and adjusting sales processes and GTM strategies in a complex, enterprise environment.
- Adept at data-driven business management.
- Shown methodology around Salesforce Hygiene and management of a complex and diverse sales team.
- Track record of selling complex applications to the CIO, CFO, and their teams.
More Information
Application Details
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Organization Details
IBM US
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