Introduction :
The Enterprise Account Manager is an individual contributor role responsible for managing a portfolio of current Apptio customers. The successful Account Manager combines IT operational and financial understanding with solid business acumen. You will consistently need to position the value of Apptio’s suite of applications to your customer’s senior decision makers. In return, this position offers uncapped income potential in one of the most strategic, fastest-growing segments of the technology industry and an opportunity to join a company at the forefront of establishing de facto leadership in this new market.
This role is a key leadership role in the APAC sales team and will report directly to the VP of APAC sales.
Your Role and Responsibilities :
- Manage a portfolio of current Apptio Enterprise customers, engaging in a continual selling effort to enhance the value of the Apptio solution and create demand for additional revenue opportunities beyond the initial subscription business.
- Focus on building relationships across a range of personas and functions within the customer organization, to include IT Operations and Finance. Interact at both the senior executive and operational management level to effectively convey the Apptio value proposition and promote use and adoption within the customer’s organization.
- Manage multiple complex sales efforts simultaneously, supporting a renewal base of multiple millions of dollars in annual revenue.
- Forecast business accurately and close both new and renewal revenue opportunities for Apptio’s Technology Business Management SaaS offering.
- Articulate the Apptio value proposition to senior business leaders including the CIO, CFO, and their senior staff. Solve problems promptly and efficiently by marshaling the required Apptio resources and leading the collective team to enable customer success.
- Be passionate about ensuring a customer realizes significant value with Apptio.
Required Professional and Technical Expertise :
- Experience should be with market leading companies that dominated their segment.
- Knowledge and experience in managing a highly complex technology sales process is essential.
- Demonstrated experience with financial concepts and practices as it relates to IT management.
- Experience in selling SaaS solutions, business/financial applications, or BI solutions is a plus.
- Candidates must be able to have a credible voice with customer executive decision makers and stakeholders.
Preferred Professional and Technical Expertise :
- Requires a minimum of 10 years of highly successful enterprise technology sales experience, and/or large account management experience, with a demonstrated track record of consistent over-achievement against assigned quotas.
- Frequent travel required visiting prospects and customers.
- Need to be able to work independently from home and during travel in an unstructured and fluid capacity to meet simultaneous sales objectives.
- Remote customer and internal work required; need to be comfortable in extended phone conversations, conference calls, and remote computer sessions.
- Work or travel on a weekend is sometimes required to meet customer and prospects needs to ensure successful revenue generation.
