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At IBM, work is more than a job - it's a calling: To build. To design. To code. To consult. To think along with clients and sell. To make markets. To invent. To collaborate. Not just to do something better, but to attempt things you've never thought possible. Are you ready to lead in this new era of technology and solve some of the world's most challenging problems? If so, lets talk.
Your Role and Responsibilities
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 Technical Specialist, you will have deep technical knowledge to sell Apptio products to new clients, and to overcome all technical barriers to sales opportunities. You will be a hands-on practitioner with a focus on customized experiential selling – a “show me, don’t tell me” approach. You will work alongside a team of Digital Sales Specialists to provide technical demos, run Proof of Values (POVs), overcome technical objections, beat the competition, and shape the future of your prospect’s cloud roadmap to win new clients.
- Become a technical expert who designs client solutions by leveraging current product capabilities
- Maintain strong platform and product knowledge, articulate the value proposition / Return of Investment (ROI), understand the competitive landscape, and construct relevant use cases to drive sales.
- Digital Technical Specialists are responsible for creating and delivering technical proof points to include but not limited to demonstrations, Proof of Technology (POTs), Proof of Concept (POCs), Workshops, Solution Design, Configurations, Sizing, and Proposals
- Leverage digital tools and social platforms, participate in webinars, and serve as an ambassador to promote awareness and interest in Apptio solutions
- Provide detailed input to product teams for solutions refinement
Required Technical and Professional Expertise
- Excellent communication and personal relationship development skills, with a provable history of client and colleague satisfaction in enterprise and /or SMB environments.
- Strong technical acumen, existing ‘hands on keyboard’ technical skills, and a passion for Cloud technologies.
- Experience selling or working with cloud technologies, FinOps, or enterprise applications.
- Experience selling in a fast-paced dynamic selling environment.
Preferred Technical and Professional Expertise
- Experience in pre-sales, sales engineering, consulting, or other applicable technical role
- SaaS and/or Analytics experience preferred
- Experience working in and with a structured selling system (Sandler, MEDDIC, Force Management)
- Deep, hands-on knowledge in public cloud infrastructure and pricing
- Experience as a pre-sales engineer or similar, with experience selling SaaS solutions
