IntroductionApptio, an IBM company, is the leading technology spend and value management software provider. Its AI-powered data insights empower leaders to make smarter financial and operational decisions. A pioneer and category leader in Technology Business Management (TBM) and FinOps, Apptio works with thousands of customers, partners, and community members worldwide. Visit www.apptio.com.
Us:
The Apptio Enterprise Sales Development Organization is a curious, urgent and high-spirited group of senior Sales Development professionals. Our team focuses on large enterprise customers with $1B or more in revenue. Our team has on average 2-5 years of previous outside sales experience. We take pride in training our team to be exceptional enterprise sales and marketing professionals with a goal of building transferable skills so you can land your next dream job at Apptio. 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.
We are looking for someone who is excited to work in a fast moving, high growth company for an opportunity to drive revenue growth and advance a career in large enterprise sales.
You:
Join the world’s leading software company for IT professionals. 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. We will help you grow your ability to sell large enterprise accounts as well as communicate and build internal relationships with a diverse range of personnel including senior sales executives, product management, field marketing and sales engineering teams. You will be expected to travel in support of your territory management plan a minimum of three times a year. Opportunities for career development are limitless on the back of a rapidly growing and evolving company.
Your Role and Responsibilities

• Own prospecting activities into your account base
• Develop and execute on a strong prospecting plan of attack, including call scripts, audience segmentation and approach
• Qualify interested candidates and arrange sales appointments
• Deliver sales presentation when necessary
• Track all relevant qualification and lead management activity using SalesForce.com (including calls, prospect pipeline, account notes, etc.)
• Quickly learn the technical aspects of the product, effectively communicate the value proposition and be able to react to objections, competitive questions and other FAQ's
• Provide business acumen for customers and strive to understand the business problem we are solving in order to best configure the solution and exceed customer expectations
• Collaborate successfully with Field Sales to optimize team selling productivity
• Provide value added market intelligence to the Sales, Product, and Customer Success teams

Required Technical and Professional Expertise

• Demonstrated ability to deliver above expectation results in driving pipeline revenue opportunities for enterprise software level deals
• Demonstrated ability to conduct extensive cold calls and email campaigns and navigate org charts
• Excellent organizational, analytical, and problem solving skills
• Creative tactics to reach the executive management of enterprise IT
• Team player with solid communication and presentation skills
• Strong skills in data analysis & sales tools use
• Ability to share best practices, continually improve processes and messaging, and provide clear and consistent reporting to Executive Management
• Ability to work independently & proactively in a dynamic and aggressive startup environment

Preferred Technical and Professional Expertise

• 2-5 years plus experience in SaaS sales or telephone prospecting is preferred
• Recent, IT industry and/or enterprise selling experience is preferred