IBM

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.

Your Role and Responsibilities

The Partner Sales Manager role is a critical component of Apptio’s partner strategy in that you are responsible for converting GTM offerings and initiatives developed with partners into customer pipeline and adoption. In this field facing role, you will be measured by partner-driven contribution to new pipeline and related ACV bookings, and you will be expected to work closely with Apptio’s partners, field sales teams, and field marketing resources to drive Apptio Target Process solutions and partner offerings into customer accounts.

You will be a high energy leader looking to be part of our fast-growing company. You will drive GTM initiatives and activities with all Apptio’s partners, including global systems integrators (GSIs), and regional Systems Integrators (SIs). In addition, you will be responsible for recruiting, onboarding, managing, and developing and driving business plans with regional SIs in your geography.

The Apptio Global Partner Strategy & Operations organization is a team of results-oriented people who are passionate about driving enterprise value and creating sales leverage for the company via sustainable, committed, win-win partnerships that we develop and nurture. Though measured by individual performance, our team is a team in every sense of the word, as we rely upon and work closely with one another, as well as all cross-functional teams. Each of us possess a unique combination of the following characteristics: strategic thinking; business planning; sales acumen; marketing creativity; customer delight and entrepreneurial vigor.

What we want you to do:

• Establish yourself as a trusted internal partner to Apptio sales leaders and teams in your geography.
• Drive Apptio Target Process GTM offerings developed with G/SIs into the market through partners and together with Apptio sales teams to generate incremental pipeline and ACV bookings.
• Drive the creation of Target Process go-to-market programs and demand generation initiatives, to include marketing, sales, enablement, and deployment plans with named regional and Solutions Partners.
• Manage SI Partners relationships.

Required Technical and Professional Expertise

• Minimum of 8+ years in a strategic alliances role(s) with similar responsibilities working for a software or SaaS company.
• 5 + years Sales or Channel Sales experience with software company or SI.
• Entrepreneurial character and drive, coupled with a growth mindset.
• Exceptional written and verbal communications skills.
• Proven, measurable track record of building and maintaining partner relationships from the inception through execution.
• Excellent team player with ability to inspire confidence and work effectively with cross-functional teams.
• Equally comfortable engaging with C-level executives and front-line personnel across all functional areas of the business, both internally and externally.
• Ability and desire to travel domestically, as required, and necessary.

Preferred Technical and Professional Expertise

• Bachelor’s degree
• Experience selling Target Process or agile solutions.