Strategic Account Manager

The Strategic Account Manager reports to the Regional Vice President, East and is an individual contributor role responsible for managing and growing revenue for a defined set of current Apptio customers. This role offers tremendous visibility within Apptio’s executive leadership team including debriefing the CEO, CRO and VP of Global Account Management on a frequent basis. This highly complex sales effort combines deep IT operational and financial understanding with an overriding need for solid business acumen in order to effectively convey the value of Apptio’s suite of applications to senior decision makers. In return, this position offers lucrative 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. The location for this role is ideally in the Eastern US region.

• Manage a defined set of current Apptio large-scale strategic customers, engaging in a continual selling effort to enhance the value of the Apptio solution and expand revenue opportunities beyond the initial subscription business.
• Focus on building relationships across a range of functions within the customer organization to include IT Operations and Finance.  Interact at both the senior executive and operational management level to effectively convey the Apptio value proposition and promote use and adoption within the customer organization.
• Manage multiple complex sales efforts simultaneously, 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 to senior business leaders like the CIO or CFO based on a deep understanding of IT operations and management; solve problems promptly and efficiently by marshaling cross-functional Apptio resources in order to address customer issues and concerns. 
• Be passionate about ensuring our customers realize significant value with Apptio.

• Bachelor’s Degree
• Requires a minimum of 8-10 years of highly successful strategic technology sales experience, and/or large account management experience, with a demonstrated track record with consistent over-achievement against assigned quotas
• Experience selling SaaS solutions, business/financial applications, or BI solutions
• Frequent travel (30-40%) requires visiting prospects and customers, as needed

Preferred Qualifications:

• Ideal candidate is based in the Eastern US region.
• Past experience should be with market leading companies that dominate their segment.
• Possess knowledge and experience managing a highly complex technology sales process.
• Prior experience in a SaaS/cloud environment is not required but will be weighed positively.
• Candidates should have a strong executive presence – intelligent, polished, and articulate.
• Must be able 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; must 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.

The Company

Apptio is the CIO’s business management system. We build advanced data and analytics applications that help all IT leaders understand and make informed decisions about their technology investments, capitalize on the cloud transformation and drive innovation within their organization. We call it Technology Business Management. Our applications help companies align technology spending to business outcomes and automate IT processes like cost transparency, benchmarking, chargeback and planning. Hundreds of customers, including more than 40 percent of the Fortune 100, choose Apptio as their business system of record for 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 3^rd 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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“Apptio’s COVID-19 Vaccine-or-Testing Policy goes into effect on January 10, 2022. All employees, contractors, partners, customers, visitors, and vendors who work in or visit an Apptio office or attend an Apptio event in the United States, India, Australia, Japan and Singapore must be either (a) fully vaccinated against COVID-19 or (b) have a negative COVID-19 test result prior to entering an Apptio office or event. This includes all co-working offices or serviced offices (WeWork, Regus, etc.). Please reach out to your recruiting contact throughout the interviewing process with any questions.”

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