Partner Sales Manager - Apptio



Full time

Partner Sales / Channel Sales


Oct 24

The Partner Sales Manager role is a critical component of Apptio's partner strategy in that you are responsible for converting GTM offerings and initiatives developed with partners into customer pipeline and adoption in the Southeast Asia region. In this field facing role, you will be measured by partner-driven contribution to new pipeline and related ACV bookings, and you will be expected to work closely with Apptio's partners, field sales teams, and field marketing resources to drive Apptio solutions and partner offerings into customer accounts.

You will be a high energy leader looking to be part of a fast-growing company. You will drive GTM initiatives and activities with all Apptio's partners, including global systems integrators (GSIs), and regional Systems Integrators (Sis). In addition, you will be responsible for recruiting, onboarding, managing, and developing and driving business plans with regional SIs in your geography. You will report into the Apptio Ecosystem team with close alignment to our regional sales leader

Your Role and Responsibilities

+ Establish yourself as a trusted internal partner to Apptio sales leaders and teams in your geography.

+ Drive GTM offerings developed with G/SIs into the market through partners and together with Apptio sales teams to generate incremental pipeline and ACV bookings.

+ Drive the creation of go-to-market programs and demand generation initiatives, to include marketing, sales, enablement, and deployment plans with named regional and Solutions Partners.

+ Manage SI Partners relationships.

Required Technical and Professional Expertise

+ Minimum of 8+ years in a strategic alliances role(s) with similar responsibilities working for a software or SaaS company.

+ 5 + years Sales or Channel Sales experience, preferably with software company or SI.

+ Entrepreneurial character and drive, coupled with a growth mindset.

+ Exceptional written and verbal communications skills.

+ Proven, measurable track record of building and maintaining partner relationships from the inception through execution.

+ Excellent team player with ability to inspire confidence and work effectively with cross-functional teams.

+ Equally comfortable engaging with C-level executives and front-line personnel across all functional areas of the business, both internally and externally.

+ Ability and desire to travel internationally, as required and necessary.

Preferred Technical and Professional Expertise

+ The ideal candidate will have exceptional leadership, communications, and people skills with a mature executive presence.

+ The successful candidate will be able to work and stay focused in an environment that is evolving and rapidly changing. The company has a well-developed non-bureaucratic, can-do, and operationally efficient culture that is deeply ingrained and must be respected.

+ The candidate will possess the ability to effectively build strategic working relationships and develop and use collaborative relationships to facilitate the accomplishment of work goals. Ability to build trust and display confidence in his or her intentions and those of the organization.

+ This leader will have the ability to help leverage the benefits of FinOps' solutions across the entire FinOps ecosystem. With substantial depth and breadth of applied judgment, he/she must be upbeat, positive, and purposeful, with the ability to map opportunities and galvanize resources to the right opportunity at the appropriate time.

+ A collaborator who is goal-oriented and confident, this individual must demonstrate an ability to get things done, working in concert with other top executives.

+ The successful candidate must have the maturity, flexibility, and business judgment to help the entire organization grow, reaching agreed-upon targets in a disciplined and process-oriented fashion characterized by high-growth expectations.

+ The successful candidate will have unquestionable integrity and the ability to inspire confidence with an open, trustworthy, and engaging style.

About Business UnitIBM Software infuses core business operations with intelligence-from machine learning to generative AI-to help make organizations more responsive, productive, and resilient. IBM Software helps clients put AI into action now to create real value with trust, speed, and confidence across digital labor, IT automation, application modernization, security, and sustainability. Critical to this is the ability to make use of all data, because AI is only as good as the data that fuels it. In most organizations data is spread across multiple clouds, on premises, in private datacenters, and at the edge. IBM's AI and data platform scales and accelerates the impact of AI with trusted data, and provides leading capabilities to train, tune and deploy AI across business. IBM's hybrid cloud platform is one of the most comprehensive and consistent approach to development, security, and operations across hybrid environments-a flexible foundation for leveraging data, wherever it resides, to extend AI deep into a business.

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Being an IBMer means you'll be able to learn and develop yourself and your career, you'll be encouraged to be courageous and experiment everyday, all whilst having continuous trust and support in an environment where everyone can thrive whatever their personal or professional background.

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