Enterprise Account Manager

Overview: You: You are an individual contributor role responsible for managing a portfolio of current Apptio customers. This role offers tremendous visibility within Apptio’s Sales leadership team including debriefing on the account on a frequent basis. You will combine your IT operational and financial understanding with solid business insight to successfully position Apptio’s suite of applications to provide value/ROI as aligned to our customer’s strategic business initiatives. 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. Position ideally located in the Eastern Region of the Americas.
Us: Apptio is culture that 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 prioritize 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 realize 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.Responsibilities:

• Manage a portfolio of current enterprise class customers, engaging in a continual selling effort to enhance the value of the Apptio solution and craft demand for additional revenue opportunities beyond the initial subscription business.
• Focus on forming key stakeholder relationships across a range of personas and functions within the customer organization, to include Business Units, IT Operations, and Finance. 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.
• Handle multiple complex sales efforts, 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 aligned to each customers’ unique strategic initiatives to the 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.

Qualifications:

• Past experience should be with market leading companies that excelled in their segment.
• Knowledge and experience in handling a highly complex technology sales process.
• 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.
• Have a credible voice with customer executive decision makers and stakeholders.

Preferred Qualifications:

• 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.
• Ideal candidate is based in the Eastern United States.
• Frequent travel required visiting prospects and customers.
• Ability to work independently from home and during travel in an unstructured and fluid capacity in order 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.

• This is a remote position

**Apptio benefits include Company-Paid employee health, dental, vision, life, and disability insurance, as well as generous contributions to a health savings account. We also offer participation in a flexible spending account, 401k and other voluntary programs

The CompanyApptio (NASDAQ: APTI) is the business management system of record for hybrid IT. We transform the way IT runs its business and makes decisions. With our cloud-based applications, IT leaders manage, plan and optimize their technology investments across on-premises and cloud. With Apptio, IT leaders become strategic partners to the business by demonstrating value of IT investments, accelerate innovation and shift their technology investments from running the business to digital innovation. Hundreds of customers choose Apptio as their business system of record for hybrid IT. For more information, please visit www.Apptio.com.
Apptio Inc. is not open to 3rd party solicitation or resumes for our posted FTE positions. Resumes received from 3rd party agencies that are unsolicited will be considered complimentary.
Apptio, Inc. provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, gender, sexual orientation, national origin, age, disability, genetic information, marital status, amnesty, or status as a covered veteran in accordance with applicable federal, state and local laws. Apptio, Inc. complies with applicable state and local laws governing non-discrimination in employment in every location in which the company has facilities.
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