IBM

Introduction

Apptio solutions from IBM help organizations make smart decisions as they analyze, plan, optimize, control, and collaborate on investments that will transform the IT operating model. Our fast-paced team prides ourselves on teamwork to grow our customer base and help customers achieve success.

As a Digital Sales Specialist, you will proactively hunt for and develop new business relationships, acquire new Apptio clients, generate revenue, and help customers achieve their goals. You will need experience in outbound prospecting, navigating a sales cycle, consultative selling skills, and the ability to drive results in a complex and dynamic environment. You will be expected to work with technical counterparts to successfully orchestrate and win Proof of Values (POVs) with prospective clients.

We will help grow your selling skills for SaaS Commercial accounts, as well as your communication and ability to build internal relationships with a diverse range of personnel, including senior sales executives, product management, field marketing, and sales engineering teams.

Your role and responsibilities

The Solutions Consultant is responsible for partnering with an Account Executive to drive revenue in the IaaS/PaaS/SaaS governance and optimization business by helping to qualify sales opportunities and then bring those qualified opportunities to closure. The Solutions Consultant will manage compelling solution-based value propositions, demonstrations, RFI/RFPs, technical validation activities, and implementation strategies that address the prospect’s critical needs and business requirements. Solutions Consultants will lead the development of the solution to propose and be the technical resource coordinator for solution specific sales cycles where needed.

You: You enjoy working independently from home and able to travel in an unstructured and fluid capacity to meet simultaneous sales objectives. Travel is required on an as needed basis supporting marketing show demonstrations. Optimally 80% of your time is spent on prospects and sales opportunities. Remote customer and internal work required; you are comfortable with extended phone conversations, conference calls, and remote computer sessions.

Us: We are a fast-paced and dynamic team that adapt to the demanding needs of the sales organization. On the SC team we collaborate and share best practices to solve challenging problems daily. The cultural value that describes our team best is that we continuously improve because we are always looking for ways to learn and do things better.

What we want you to do:

• Discovery: Assist in the identification of potential sales opportunities and in discovering a particular prospect’s IT business management challenges and vision for a solution to those challenges.
• RFI/RFP Responses: Lead the creation of a response to a specific prospect’s request for information or proposal, including creating and formatting the content, ensuring the quality of the response, and ensuring timely delivery of the response.
• Product Presentations & Demonstrations: Deliver product presentations and configured demonstrations that clearly articulate Apptio ability to support prospects’ IaaS/PaaS/SaaS optimization and governance challenges. The resulting demonstration and subsequent outcomes are initial proofs as to how Apptio can deliver value based on what was learned about that prospect in a Discovery session and throughout the engagement. These are to be delivered remotely with occasional need for an onsite delivery.
• Apptio Architecture / Technical Components Overview: Deliver an in-depth overview of Apptio’s technical architecture and proprietary product capabilities that provide unique value in the market.
• Technical Validation Events: Manage to successful conclusion the sometimes-necessary technical validation events that require Apptio Presales to leverage data and other information provided by a prospect to show that prospect, in detail specific to them, the value of leveraging Apptio’s solution.
• Transfer Knowledge: Share your selling and technical experience with the rest of the Apptio Presales team, both formally and informally.
• Collaboration and Support: Assist other Solution Consultants in the execution of the above responsibilities.
• Offer Feedback: Provide feedback to product management about successes and failures in the field.
• This position requires onsite presence 4 days a week in the Austin, TX site.

Required education

High School Diploma/GED

Preferred education

Bachelor's Degree

Required technical and professional expertise

• Familiarity with the tools used to manage an IT organization, including network and server monitoring, service desk, project management, asset management, database management, reporting, and Excel.
• Familiarity with basic financial, accounting and cloud financial management concepts
• Familiarity with the pillars of the Well-Architected Framework
• Strong knowledge of Cloud Service Providers’ IaaS/PaaS services offerings
• Familiarity with Kubernetes, Docker and containers.
• Strong written and verbal communication and presentation skills.
• Proven collaborator and liaison with all levels and departments within an IT organization.
• Technical skill and/or ability to acquire in-depth knowledge and use of Apptio products.
• Strong work ethics and ability to work autonomously give fundamental priorities and responsibilities.
• Strong organizational skills with the ability to multi-task and prioritize well in a fast paced, dynamic work environment.

Preferred technical and professional experience

• 1-3 years’ experience in a pre-sales capacity successfully selling complex software solutions to IT organizations of various industries strongly desired.
• At a minimum, AWS Cloud Practitioner and Azure Fundamentals certified. FinOps Practitioner certification is a plus.
• Bachelor’s degree in Computer Science, Information Systems, Finance, or equivalent degree.

ABOUT BUSINESS UNIT

IBM has a global presence, operating in more than 175 countries with a broad-based geographic distribution of revenue. The company’s Global Markets organization is a strategic sales business unit that manages IBM’s global footprint, working closely with dedicated country-based operating units to serve clients locally. These country teams have client relationship managers who lead integrated teams of consultants, solution specialists and delivery professionals to enable clients’ growth and innovation. By complementing local expertise with global experience and digital capabilities, IBM builds deep and broad-based client relationships. This local management focus fosters speed in supporting clients, addressing new markets and making investments in emerging opportunities. Additionally, the Global Markets organization serves clients with expertise in their industry as well as through the products and services that IBM and partners supply. IBM is also expanding its reach to new and existing clients through digital marketplaces.

YOUR LIFE @ IBM

In a world where technology never stands still, we understand that, dedication to our clients success, innovation that matters, and trust and personal responsibility in all our relationships, lives in what we do as IBMers as we strive to be the catalyst that makes the world work better.

Being an IBMer means you’ll be able to learn and develop yourself and your career, you’ll be encouraged to be courageous and experiment everyday, all whilst having continuous trust and support in an environment where everyone can thrive whatever their personal or professional background.

Our IBMers are growth minded, always staying curious, open to feedback and learning new information and skills to constantly transform themselves and our company. They are trusted to provide on-going feedback to help other IBMers grow, as well as collaborate with colleagues keeping in mind a team focused approach to include different perspectives to drive exceptional outcomes for our customers. The courage our IBMers have to make critical decisions everyday is essential to IBM becoming the catalyst for progress, always embracing challenges with resources they have to hand, a can-do attitude and always striving for an outcome focused approach within everything that they do.

Are you ready to be an IBMer?

ABOUT IBM

IBM’s greatest invention is the IBMer. We believe that through the application of intelligence, reason and science, we can improve business, society and the human condition, bringing the power of an open hybrid cloud and AI strategy to life for our clients and partners around the world.

Restlessly reinventing since 1911, we are not only one of the largest corporate organizations in the world, we’re also one of the biggest technology and consulting employers, with many of the Fortune 500 companies relying on the IBM Cloud to run their business.

At IBM, we pride ourselves on being an early adopter of artificial intelligence, quantum computing and blockchain. Now it’s time for you to join us on our journey to being a responsible technology innovator and a force for good in the world.

IBM is proud to be an equal-opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender, gender identity or expression, sexual orientation, national origin, genetics, pregnancy, disability, neurodivergence, age, or other characteristics protected by the applicable law. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.

OTHER RELEVANT JOB DETAILS

IBM offers a competitive and comprehensive benefits program. Eligible employees may have access to:

• Healthcare benefits including medical & prescription drug coverage, dental, vision, and mental health & well being
• Financial programs such as 401(k), cash balance pension plan, the IBM Employee Stock Purchase Plan, financial counseling, life insurance, short & long- term disability coverage, and opportunities for performance based salary incentive programs
• Generous paid time off including 12 holidays, minimum 56 hours sick time, 120 hours vacation, 12 weeks parental bonding leave in accordance with IBM Policy, and other Paid Care Leave programs. IBM also offers paid family leave benefits to eligible employees where required by applicable law
• Training and educational resources on our personalized, AI-driven learning platform where IBMers can grow skills and obtain industry-recognized certifications to achieve their career goals
• Diverse and inclusive employee resource groups, giving & volunteer opportunities, and discounts on retail products, services & experiences

The compensation range and benefits for this position are based on a full-time schedule for a full calendar year. The salary will vary depending on your job-related skills, experience and location. Pay increment and frequency of pay will be in accordance with employment classification and applicable laws. For part time roles, your compensation and benefits will be adjusted to reflect your hours. Benefits may be pro-rated for those who start working during the calendar year.

This position is eligible for participation in an IBM Sales Incentive plan. Actual incentive opportunity will be based on performance and the eligible Target Incentive, as addressed in the applicable plan, all of which is subject to change. The compensation range listed for this position is the IBM Reference Salary that is used when you are not actively participating in a sales plan. Your actual base pay plus incentive opportunity will be determined by the Incentive Plan assigned to you.

We consider qualified applicants with criminal histories, consistent with applicable law.

This position was posted on the date cited in the key job details section and is anticipated to remain posted for 21 days from this date or less if not needed to fill the role.

IBM will not be providing visa sponsorship for this position now or in the future. Therefore, in order to be considered for this position, you must have the ability to work without a need for current or future visa sponsorship.

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