Enterprise Account Manager - Apptio

Job description

Introduction
At Apptio an IBM Company, Apptio’s culture is focused on delivering wildly successful customers. We do this by empowering our employees to act, be transparent and be accountable for the results they are responsible for delivering. We get things done and we do things right at Apptio. You will find a collection of ambitious and insightful people that also want to lend a hand, work as a team, and prioritise the customer experience above all else. Our account management function is a global team made up of seasoned sales professionals. The company looks to that team to ensure customers realise value from our products and that we maintain and grow that revenue stream year in and year out. As a result there is tremendous support for enabling the success of the Account Management team from all levels of the company.

Your Role and Responsibilities
As a Enterprise Account Manager, you will be responsible for running a portfolio of current enterprise customers. You will combine your SaaS sales experience with solid business insight to successfully position Apptio’s suite of applications to provide value/ROI. You will oversee projects and business relationships with assigned accounts to grow the relationship and exceed customer’s expectations. 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.

·  Run a portfolio of current enterprise customers, engaging in a continual selling effort to improve the value of the Apptio solution and craft demand for additional revenue opportunities beyond the initial subscription business.
·  Focus on building relationships across a range of personas and functions within the customer organisation. Interact at both the senior executive and operational management level to effectively convey our value proposition and promote use and adoption within the customer’s organization.
·  Help lead and schedule kick-off and the onboarding process for new customers, including initial and on-going training and working sessions.
·  Leverage the tool with to estimate future spend and identify estimated overage dates and renegotiate the contract for those customers
·  Identify the need and upsell small to large services dependent on the customer's needs
·  Handle multiple complex sales efforts, supporting a renewal base of multiple millions of dollars in annual revenue.
·  Understand the customer needs, influence the customer roadmap, and build mutual value at each stage of the customers journey.
·  Drive revenue to meet or exceed quarterly revenue targets.
·  Engage customers through Product value meetings, hosting Customer Advisory Board in each Territory and training for new BUs, and Quarterly Business Reviews/Executive Briefings
·  Evaluate assigned account’s business processes and provide recommendations for automation and enhancements that generate additional revenue
·  Act as liaison for internal and external communications with assigned accounts. Manage ongoing conference calls and ensure a positive relationship with assigned accounts. Provide regular status reports and manage task lists on assigned accounts progress for all project areas
·  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.

Required Technical and Professional Expertise

·  5 + years Technology or SaaS related sales or account management experience, including closing experience
·  Background in public cloud infrastructure and pricing
·  Proven C-level selling and negotiation experience
·  Exceptional verbal and written communications skills
·  Experience using a CRM software system, preferably SalesForce
·  A technical background in engineering, computer science, or IT is a plus

Preferred Technical and Professional Expertise

·  Successful at growing and extending commercial relationships with customers at senior level.
·  Past experience as a Presales Consultant or Technical Account Manager would be a plus
·  Demonstrated track record of consistent over-achievement against assigned quotas and club attendance.
·  Knowledge and experience of handling highly complex technology sales process is needed.
·  Prior experience in a start-up environment is not required but will be weighed positively.
·  You should have a strong executive presence – intelligent, polished, and articulate.