Introduction

Apptio is an IBM unit offering a cloud-based platform and SaaS applications that enable businesses to gain visibility into IT costs, align technology investments with business priorities, and make data-driven decisions about their technology spend.

Research more: www.apptio.com

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 introductory conversations with customers and Field Sales.

• 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 FAQs.

• 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, Marketing, Product, and Customer Success teams.

Required technical and professional expertise

Fluent (preferrably native) in German.

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.

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 experience

Experience in SaaS sales or telephone prospecting is preferred

Experience in using Sales prospecting tools and CRM

Recent IT industry and/or enterprise selling experience is preferred. 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.

IBM is committed to creating a diverse environment and 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, caste, genetics, pregnancy, disability, neurodivergence, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.