Digital Technical Specialist - Apptio

Job description

Introduction
IBM offers a world-class public cloud. But what sets us and your career apart is our approach to hybrid cloud.
A Sales Representative (Digital) role (what we internally call a 'Digital Sales Specialist') in IBM Cloud means a career where you're leading prospective clients towards IBM Cloud Paks and Red Hat OpenShift products. It means you'll be directly impacting their adoption of next-generation cloud platforms to develop, run and manage workloads of some of the worlds most transformational enterprises and culturally influential brands.
Excellent onboarding and an industry leading learning culture will set you up for positive impact and success, whilst ongoing development will advance your career through an upward trajectory. Our sales environment is collaborative and experiential. Part of a team, you'll be surrounded by bright minds and keen co-creators – always willing to help and be helped – as you apply passion to work that will compel our clients to invest in IBM's products and services.

Your Role and Responsibilities
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 Technical Specialist, you will have deep technical knowledge to sell Apptio products to new clients, and to overcome all technical barriers to sales opportunities. You will be a hands-on practitioner with a focus on customized experiential selling – a “show me, don’t tell me” approach. You will work alongside a team of Digital Sales Specialists to provide technical demos, run Proof of Values (POVs), overcome technical objections, beat the competition, and shape the future of your prospect’s cloud roadmap to win new clients.
What we want you to do:
·  Become a technical expert who designs client solutions by leveraging current product capabilities
·  Maintain strong platform and product knowledge, articulate the value proposition / Return of Investment (ROI), understand the competitive landscape, and construct relevant use cases to drive sales.
·  Digital Technical Specialists are responsible for creating and delivering technical proof points to include but not limited to demonstrations, Proof of Technology (POTs), Proof of Concept (POCs), Workshops, Solution Design, Configurations, Sizing, and Proposals
·  Leverage digital tools and social platforms, participate in webinars, and serve as an ambassador to promote awareness and interest in Apptio solutions
·  Provide detailed input to product teams for solutions refinement

Required Technical and Professional Expertise

·  Excellent communication and personal relationship development skills, with a provable history of client and colleague satisfaction in enterprise and /or SMB environments.
·  Strong technical acumen, existing ‘hands on keyboard’ technical skills, and a passion for Cloud technologies
·  Experience selling or working with cloud technologies, FinOps, or enterprise applications.
·  Experience selling in a fast-paced dynamic selling environment
·  ENTER LANGUAGE REQUIREMENTS IF NEEDED - DELETE THIS BULLET IF NOT

Preferred Technical and Professional Expertise

·  Experience in pre-sales, sales engineering, consulting, or other applicable technical role
·  SaaS and/or Analytics experience preferred
·  Experience working in and with a structured selling system (Sandler, MEDDIC, Force Management)
·  Deep, hands-on knowledge in public cloud infrastructure and pricing
·  2-5 years experience as a pre-sales engineer or similar, with experience selling SaaS solutions