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IBM Commercial Account Manager in New York, New York


You: You are an individual contributor responsible for managing existing revenue across our product portfolio for current Apptio customers. This role offers tremendous visibility within Apptio's Sales leadership team including debriefing on accounts on a frequent basis. You will combine your domain expertise with solid business insight to successfully position our applications to provide value/ROI as aligned to our customer's business initiatives. This position offers uncapped income potential in a dynamic and fast paced environment.

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.

Your Role and Responsibilities

What we want you to do:

  • Managing our current commercial sector customer portfolio, continuously engaging in efforts to enhance the value of our Apptio solution and generate additional revenue opportunities beyond the initial subscription business.

  • Building essential relationships with key stakeholders across various roles and functions within customer organizations, such as Business Units, IT Operations, and Finance. Your interactions will span from senior executive to operational management levels to effectively communicate our value proposition and encourage product adoption within the customer's organization.

  • Juggling multiple sales efforts while supporting a renewal base involving millions of dollars in annual revenue.

  • Providing accurate revenue forecasts and closing both new and renewal opportunities across our expanding product portfolio.

  • Clearly articulating our value proposition for each product line, aligning them with each customer's unique strategic initiatives and presenting them to senior business leaders, including the CIO, CFO, and their senior staff. You will also efficiently address and resolve issues by coordinating the necessary Apptio resources and leading the team to ensure customer success.

Required Technical and Professional Expertise

  • Multiple years of software sales experience, preferably in Cloud, Agile, or Infrastructure.

  • Experience in technology-related new business sales, including a track record of successful closures.

  • Strong verbal and written communication skills.

  • The ability to establish credibility with customer executive decision-makers and stakeholders.

  • Proficiency in using CRM software systems, preferably Salesforce.

  • Experience collaborating with and selling alongside partners.

  • Familiarity with selling in a fast-paced and dynamic sales environment.

Preferred Technical and Professional Expertise

  • Experience in selling to Cloud, Agile, or Infrastructure/DevOps teams.

  • Preference for SaaS and/or Analytics experience.

  • A background in public cloud infrastructure and pricing.

  • Proven experience in C-level selling and negotiation.

  • Formal solutions selling training is a plus.

  • Frequent travel will be required to visit prospects and customers.

  • The ability to work independently from home and during travel in an unstructured and flexible capacity to meet simultaneous sales objectives.

  • Remote customer and internal work will be necessary, so comfort in extended phone conversations, conference calls, and remote computer sessions is important.

  • Occasional work or travel during weekends may be required to meet customer and prospect needs and ensure successful revenue generation.

About Business UnitIBM Software infuses core business operations with intelligence-from machine learning to generative AI-to help make organizations more responsive, productive, and resilient. IBM Software helps clients put AI into action now to create real value with trust, speed, and confidence across digital labor, IT automation, application modernization, security, and sustainability. Critical to this is the ability to make use of all data, because AI is only as good as the data that fuels it. In most organizations data is spread across multiple clouds, on premises, in private datacenters, and at the edge. IBM's AI and data platform scales and accelerates the impact of AI with trusted data, and provides leading capabilities to train, tune and deploy AI across business. IBM's hybrid cloud platform is one of the most comprehensive and consistent approach to development, security, and operations across hybrid environments-a flexible foundation for leveraging data, wherever it resides, to extend AI deep into a business.

Your Life @ IBMIn a world where technology never stands still, we understand that, dedication to our clients success, innovation that matters, and trust and personal responsibility in all our relationships, lives in what we do as IBMers as we strive to be the catalyst that makes the world work better.

Being an IBMer means you'll be able to learn and develop yourself and your career, you'll be encouraged to be courageous and experiment everyday, all whilst having continuous trust and support in an environment where everyone can thrive whatever their personal or professional background.

Our IBMers are growth minded, always staying curious, open to feedback and learning new information and skills to constantly transform themselves and our company. They are trusted to provide on-going feedback to help other IBMers grow, as well as collaborate with colleagues keeping in mind a team focused approach to include different perspectives to drive exceptional outcomes for our customers. The courage our IBMers have to make critical decisions everyday is essential to IBM becoming the catalyst for progress, always embracing challenges with resources they have to hand, a can-do attitude and always striving for an outcome focused approach within everything that they do.

Are you ready to be an IBMer?

About IBMIBM's greatest invention is the IBMer. We believe that through the application of intelligence, reason and science, we can improve business, society and the human condition, bringing the power of an open hybrid cloud and AI strategy to life for our clients and partners around the world.Restlessly reinventing since 1911, we are not only one of the largest corporate organizations in the world, we're also one of the biggest technology and consulting employers, with many of the Fortune 50 companies relying on the IBM Cloud to run their business. At IBM, we pride ourselves on being an early adopter of artificial intelligence, quantum computing and blockchain. Now it's time for you to join us on our journey to being a responsible technology innovator and a force for good in the world.

Location StatementIBM offers a competitive and comprehensive benefits program. Eligible employees may have access to:

  • Healthcare benefits including medical & prescription drug coverage, dental, vision, and mental health & well being

  • Financial programs such as 401(k), the IBM Employee Stock Purchase Plan, financial counseling, life insurance, short & long- term disability coverage, and opportunities for performance based salary incentive programs

  • Generous paid time off including 12 holidays, minimum 56 hours sick time, 120 hours vacation, 12 weeks parental bonding leave in accordance with IBM Policy, and other Paid Care Leave programs. IBM also offers paid family leave benefits to eligible employees where required by applicable law

  • Training and educational resources on our personalized, AI-driven learning platform where IBMers can grow skills and obtain industry-recognized certifications to achieve their career goals

  • Diverse and inclusive employee resource groups, giving & volunteer opportunities, and discounts on retail products, services & experiences

The compensation range and benefits for this position are based on a full-time schedule for a full calendar year. The salary will vary depending on your job-related skills, experience and location. Pay increment and frequency of pay will be in accordance with employment classification and applicable laws. For part time roles, your compensation and benefits will be adjusted to reflect your hours. Benefits may be pro-rated for those who start working during the calendar year.

This position is eligible for participation in an IBM Sales Incentive plan. Actual incentive opportunity will be based on performance and the eligible Target Incentive, as addressed in the applicable plan, all of which is subject to change. The compensation range listed for this position is the IBM Reference Salary that is used when you are not actively participating in a sales plan. Your actual base pay plus incentive opportunity will be determined by the Incentive Plan assigned to you.

We consider qualified applicants with criminal histories, consistent with applicable law.

IBM will not be providing visa sponsorship for this position now or in the future. Therefore, in order to be considered for this position, you must have the ability to work without a need for current or future visa sponsorship.

Being You @ IBMIBM 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.