Apptio Pre-Sales Technology Leader

Introduction
Apptio an IBM company is the leading technology spend and value management software provider. Its AI-powered data insights empower leaders to make smarter financial and operational decisions. A pioneer and category leader in Technology Business Management (TBM) and FinOps Apptio works with thousands of customers partners and community members worldwide. Visit www.apptio.com.

Us:

The Apptio Enterprise Sales Development Organization is a curious urgent and high-spirited group of senior Sales Development professionals. Our team focuses on large enterprise customers with $1B or more in revenue. Our team has on average 2-5 years of previous outside sales experience. We take pride in training our team to be exceptional enterprise sales and marketing professionals with a goal of building transferable skills so you can land your next dream job at Apptio. Our passion is only matched by our conviction of what the Apptio portfolio can bring to World Class IT and Finance organizations. Focused on results we are committed to continuously improve and adapt to the key needs of our customers. We win if our customers win.
We are looking for someone who is excited to work in a fast moving high growth company for an opportunity to drive revenue growth and advance a career in large enterprise sales.

You:

Join the world’s leading software company for IT professionals. You will need a strong knowledge of how to navigate through a sales process consultative selling skills and ability to manage and focus in a complex and dynamic environment. We will help you grow your ability to sell large enterprise accounts as well as communicate and build internal relationships with a diverse range of personnel including senior sales executives product management field marketing and sales engineering teams. You will be expected to travel in support of your territory management plan a minimum of three times a year. Opportunities for career development are limitless on the back of a rapidly growing and evolving company.

Your Role and Responsibilities
The Presales Leader Apptio Americas works with the Americas Sales Leadership and will lead our team of Solution Consultants who assist the sales team in generating growth all over the Americas. Your responsibility is to oversee technical pre-sales operations and achieve revenue generation individual team and organizational goals. You will also play a key role in driving scaled strategic enterprise-wide sales related initiatives within our Go To Market team. As the VP of North American Presales you will interact at the senior level with customers and provide valuable insight into industry trends customer challenges technical evolutions and business changes that will help the customer make their security decisions.

Your Impact
• Provides account support through Presales assignments load balancing continuity planning strategies with Sales Management Sales Reps Presales and customer meetings.
• Works on complex issues where analysis of situations or data requires an in-depth knowledge of the company products and solutions.
• Recruit and hire new Presales staff Presales Managers and Presales Directors into the theater.
• Assist with defining periodic Presales training curriculum.
• Provide an escalation point for pre-sales and post-sales technical issues that arise in the theater.
• Develop mentor lead and support reporting presales teams with technical and organizational leadership.
• Lead development continuous improvement and maintenance of our tools process and technical environments.
• Drive weekly team meetings. Coach direct reports regarding scoping and strategies to drive the sales process.
• Responsible for budgeting and scheduling to ensure Presales teams meet customer needs in a cost-effective and efficient manner.
• Manages the acquisition of supplemental resources including evaluation equipment and engagement of executives technology specialists and product managers.
• Collaborate with a variety of internal functional areas to ensure solutions are implemented and exceed customer expectations.
• Plans executive briefings and supports events as needed.
• Be a key contributor for product development or enhancements to new and existing products to product management function.

Required Technical and Professional Expertise
• Multiple years of experience in sales engineering or systems engineering with at least experience managing and directing a sales engineering team.
• Excellent knowledge and prior experience selling security identity and infrastructure technologies including but not limited to: OAuth OAuth2 SAML LDAP.
• An understanding of core security concerns within a typical application (password hashing SSL/TLS encryption at rest XSS XSRF).
• Experience in one or more of the following areas is a plus: web (JavaScript HTML frontend frameworks) development mobile (iOS Android) development backend (Java C# Node.js Python PHP Ruby) development IP-based real-time communications.
• Demonstrated success working with Fortune 1000 companies.
• Strong customer relationship and people skills as well as strong written communications and presentation skills.
• Excellent project management skills.
• Ability to influence technical decision makers and executives.
• Ability to travel frequently.

Preferred Technical and Professional Expertise
• Experience as a Systems Engineering Director or Vice President with theater level or global level experience.
• Industry knowledge of security product market trends and directional awareness of Apptio’s roadmap and technology development efforts.
• Knowledge of how to deliver comprehensive Apptio’s customer base and maintains a general understanding of competitive selling strategies.
• Proven experience managing managers not just individuals.
• Proven success selling platform solutions with clear tangible sales results (Security SaaS Cloud etc.)
• Has a reputation with the customers in the theater as a trusted advisor who will always take care of their needs.
• Exemplary personnel management including demonstrated development plans and execution reduced attrition results and initiatives a clear history of promotions and success etc.
• Solid track record in building developing and recruiting diverse high-performance teams based on a large network of talent in the security and identity industry within a rapidly growing sales environment.
• Demonstrated success working in a matrix manner with his/her extended teams such as Support Finance WW Presales HR Product Management and other relevant organizations.
• Highly commercial in orientation with a strong focus on the customer and a clear commitment to generating topline growth.
• A highly autonomous individual that can lead a multi-functional project from the ground up and make things happen.
• A progressive thinker extremely focused and capable of creating an evolving strategy to meet and anticipate both near and long-term development issues.
• A validated leader who can drive broader business conversations beyond his/her functional expertise.