Digital Sales Seller - Apptio - Solutions Consultant at IBM summary: The Digital Sales Seller - Apptio Solutions Consultant proactively develops new business relationships and drives revenue by selling IT operating model transformation solutions. They collaborate with account executives and technical teams to qualify opportunities, deliver product demonstrations, and manage technical validation events. The role requires consultative selling skills, outbound prospecting, and working in a dynamic environment with a focus on SaaS governance and optimization.

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 Sales Specialist, you will proactively hunt for and develop new business relationships, acquire new Apptio clients, generate revenue, and help customers achieve their goals. You will need experience in outbound prospecting, navigating a sales cycle, consultative selling skills, and the ability to drive results in a complex and dynamic environment. You will be expected to work with technical counterparts to successfully orchestrate and win Proof of Values (POVs) with prospective clients. We will help grow your selling skills for SaaS Commercial accounts, as well as your communication and ability to build internal relationships with a diverse range of personnel, including senior sales executives, product management, field marketing, and sales engineering teams. The Solutions Consultant is responsible for partnering with an Account Executive to drive revenue in the IaaS/PaaS/SaaS governance and optimization business by helping to qualify sales opportunities and then bring those qualified opportunities to closure. The Solutions Consultant will manage compelling solution-based value propositions, demonstrations, RFI/RFPs, technical validation activities, and implementation strategies that address the prospect’s critical needs and business requirements. Solutions Consultants will lead the development of the solution to propose and be the technical resource coordinator for solution specific sales cycles where needed. You: You enjoy working independently from home and able to travel in an unstructured and fluid capacity to meet simultaneous sales objectives. Travel is required on an as needed basis supporting marketing show demonstrations. Optimally 80% of your time is spent on prospects and sales opportunities. Remote customer and internal work required; you are comfortable with extended phone conversations, conference calls, and remote computer sessions. Us: We are a fast-paced and dynamic team that adapt to the demanding needs of the sales organization. On the SC team we collaborate and share best practices to solve challenging problems daily. The cultural value that describes our team best is that we continuously improve because we are always looking for ways to learn and do things better. What we want you to do: · Discovery: Assist in the identification of potential sales opportunities and in discovering a particular prospect’s IT business management challenges and vision for a solution to those challenges. · RFI/RFP Responses: Lead the creation of a response to a specific prospect’s request for information or proposal, including creating and formatting the content, ensuring the quality of the response, and ensuring timely delivery of the response. · Product Presentations & Demonstrations: Deliver product presentations and configured demonstrations that clearly articulate Apptio ability to support prospects’ IaaS/PaaS/SaaS optimization and governance challenges. The resulting demonstration and subsequent outcomes are initial proofs as to how Apptio can deliver value based on what was learned about that prospect in a Discovery session and throughout the engagement. These are to be delivered remotely with occasional need for an onsite delivery. · Apptio Architecture / Technical Components Overview: Deliver an in-depth overview of Apptio’s technical architecture and proprietary product capabilities that provide unique value in the market. · Technical Validation Events: Manage to successful conclusion the sometimes-necessary technical validation events that require Apptio Presales to leverage data and other information provided by a prospect to show that prospect, in detail specific to them, the value of leveraging Apptio’s solution. · Transfer Knowledge: Share your selling and technical experience with the rest of the Apptio Presales team, both formally and informally. · Collaboration and Support: Assist other Solution Consultants in the execution of the above responsibilities. · Offer Feedback: Provide feedback to product management about successes and failures in the field. *This position requires onsite presence 4 days a week in the Austin, TX site.

Keywords: digital sales, solutions consultant, IT governance, SaaS optimization, consultative selling, outbound prospecting, product demonstrations, technical validation, customer success, software sales