Apptio – Sales Development Representative Manager EMEA

Introduction

The Apptio Enterprise Sales Development Organization is a curious, urgent and high‑spirited group of senior Sales & Marketing Development professionals. We take pride in training our team to be great sales people. Their next job is selling to CIOs of billion‑dollar companies. Our passion is 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 improving and adapting to the key needs of our customers. We win if our customers win.

Responsibilities

• Articulate and evangelize the vision and positioning of the company, our products and services, resulting in accelerated revenue growth while maintaining a customer/partner‑centric mindset.
• Onboard, retain and motivate the team to meet and exceed objectives; provide career development and mentorship.
• Execute the business, sales and marketing plan for the assigned region.
• Accurately forecast based on expertise in qualification and sales process review.
• Segment territory to best use resources to cover accounts.
• Coach the sales team to incorporate knowledge of Apptio’s solutions, the consumer, and key competitors into the sales process and use that knowledge to uncover customer needs and craft value‑based solutions.
• Collaborate with Field Sales to optimize team selling productivity.
• Provide value‑added market intelligence to the Sales, Product, and Customer Success teams.
• Own prospecting activities into your account base.
• Develop and execute a strong prospecting plan of attack, including call scripts, audience segmentation and approach.
• Deliver sales presentations when necessary.
• Track all relevant qualification and lead‑management activity using SalesForce.com (including calls, prospect pipeline, account notes, etc.).

Preferred Technological & Professional Experience

• Confirmed methodology around Talent Management, specifically around hiring, enabling, enriching and retaining world‑class sales and sales development talent, and a track record of moving out non‑performers.
• Shown experience in implementing, managing and adjusting sales process and GTM strategies in a complex, enterprise environment.
• Adept at data‑driven business management.
• Shown methodology around Salesforce hygiene and management of a complex and diverse sales team.
• A clear and concise plan on career progression and goals.
• Track record of selling complex applications to the CIO, CFO and their underlings.

Education

Preferred: Bachelor’s Degree (Required).

#J-18808-Ljbffr…