Overview:
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.
The Regional Vice President of Sales is responsible for hiring, training, developing and managing a successful team of Regional Sales Executives with a mission to acquiring new clients and consistently exceeding quarterly and annual quotas for the EMEA region. This is a performance based culture committed to meeting our targets.
- Provide leadership for a collaborative, high performing sales team. Inspire, empower and motivate; while pairing business and revenue objectives with appropriate growth initiatives.
- Direct sales activities within assigned region to ensure that company revenue goals and objectives are achieved quarter over quarter and year over year
- Accurately forecast region based on expertise in qualification and sales process review
- Accurately and consistently forecast monthly, quarterly, and annual revenue numbers for assigned region.
- Ensure team is effectively building pipeline and hold team accountable for executing each phase of the sales process to achieve quarterly sales quota.
- Segment territory to best use resources to cover customer accounts
- Leverage correct resources at the right stage of the sales process. Ensure resources are aligned appropriately to support opportunities and customer requirements
- Participate in sales, strategy and coaching calls.
- Participate in the sales process: partner with internal and external teams to identify, penetrate, and close large, complex, enterprise software deals.
- Ensures team is building and leveraging customer relations throughout the buying and selling process.
- Support sales team in building champions in customer accounts
- Coach sales team to incorporate knowledge of Apptio’s products and services, the consumer, and key competitors into the sales process and use that knowledge to uncover customer needs and create value based solutions.
- Collaborate with solutions engineering, account management, corporate sales, alliances, professional services, product, and engineering teams to create a seamless customer experience.
Responsibilities:
You:
You should be a creative thinker who has a repeatable methodology of deep customer relations and the ability to think outside the box. We want a fearless sales leader who has proven they can exist in a competitive, team centric environment that doesn’t accept losing, but learns and is driven to win. This leader must have proven aptitude and desire to build high-performing teams, close business, build consensus, resolve conflict, and solve tough business problems, roll-up sleeves and aggressively drive revenue. Ability to influence and get multiple stakeholders to adopt your vision and collaborate with you to execute on it. Must be highly collaborative, entrepreneurial, and self-directed leader with a passion to succeed. Demonstrated sales leadership of dispersed teams, with all-around expertise in: people development, account development, organizational excellence, exceptional sales management, and sales operations.
Us:
The Apptio Field Sales Organization is a curious, urgent and high-spirited group of people looking to build long-standing relationships with our customers, prospects and partners. 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.
Qualifications:
Requirements:
Basic Qualifications:
- Bachelor degree or Equivalent work experience.
- 8 + successful years selling software, at least 3 in the enterprise space, within the European region.
- 3+ years as a people manager. Managing a field sales team of over 5 people selling a complex, purpose-built application, within a start up/new territory environment.
- Proven 3+ years’ experience in selling cloud-based applications in a relevant space (TBM, Analytics, Planning, ERP or other complex applications) to CXO level (CIO & CFO).
Preferred Qualifications:
- Secondary European language would be advantageous.
- Proven methodology around Talent Management, specifically around hiring, enabling, enriching and retaining world-class enterprise sales talent. Also, track record of moving out non-performers.
- Strong cross team collaboration.