Overview
Apptio, 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.
Responsible for achieving customer introductions that lead to sales and represent Apptio products and services to partners that our joint offerings developed with prioritized focus partners. The Channel & Alliances Manager must have a background selling software solutions, effective channel recruitment, and enablement strategies, conducting in-person sales calls and having a history of educating channel partners to achieve success. The role will involve driving pre-developed GTM’s with our Partners as well as driving enabling new IBM business partners to build TBM, FinOps and Agile practices.
You will drive GTM initiatives and activities with all of Apptio’s partners and select IBM business partners, including:
In addition, you will be responsible for recruiting, onboarding, managing, and developing and driving business plans with regional business partners in your territory including AWS ISV partners.
Responsibilities
The Channels and Alliances Director must be able to develop and maintain senior and deep partner relations for the purpose of driving joint:
This role will report into the Regional VP, EMEA Channels and Alliances and work closely with a Snr Director of Alliances who will own the overall success of the DACH territory, EMEA Sales, Partner Marketing and Services teams. Focusing on Partner Planning, Business Development, Enablement, Go-to-Markets, Partner Lead Generation, Partner Campaign Creation, Sales Opportunity Management and Service Delivery. This role will interface closely to Regional Vice Presidents and Strategic Sales Leaders across the DACH region
Qualifications
A minimum of three years of demonstrated experience in working with similar companies as below or preferably direct experience:
DACH Partner examples
Additional Information
Please note that compensation may vary for different individuals in the same role based on several factors, including but not limited to location of the role, skill, experience, education/professional certifications, performance in the role and revenue generation.
Apptio is an IBM subsidiary which has been acquired by IBM and will be integrated into the IBM organization. IBM will be the hiring entity. By proceeding with this application, you understand that Apptio will share your personal information with IBM and other IBM subsidiaries involved in your recruitment process, wherever these are located. For more Information on how IBM protects your personal information, including the safeguards in case of cross-border data transfer, are available here: link to IBM privacy statement
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