Digital Technical Specialist - Apptio
Introduction
You: You thrive in a flexible, dynamic work environment and are self-motivated to achieve sales objectives both independently and as part of a team. While much of your work will involve engaging with customers remotelyvia phone calls, video conferencing, and collaborative tools, some travel may be required based on the business needs.
This is a hybrid role, requiring four days in the office each week.
Us: We are a fast-paced and dynamic team that adapt to the demanding needs of the sales organization. On the Technical Specialist team, we collaborate and share best practices to solve challenging problems on a daily basis. The cultural value that describes our team best is that we continuously improve because we are always looking for ways to
learn and do things better.
What We Want You To Do
Discovery: Assist in the identification of potential sales opportunities and in discovering a particular prospects IT business management challenges and vision for a solution to those challenges.
RFI/RFP Responses: Lead the creation of a response to a specific prospects request for information or proposal, including creating and formatting the content, ensuring the quality of the response, and ensuring timely delivery of the response.
Product Presentations & Demonstrations: Deliver product presentations and configured demonstrations that clearly articulate Apptio ability to support prospects IaaS/PaaS/SaaS optimization and governance challenges.
The resulting demonstration and subsequent outcomes are initial proofs as to how Apptio can deliver value based on what was learned about that prospect in a Discovery session and throughout the engagement. These are to be delivered both live and remotely.
Apptio Architecture / Technical Components Overview: Deliver an in-depth overview of Apptios technical architecture and proprietary product capabilities that provide its unique value in the market.
Technical Validation Events: Manage to successful conclusion the sometimes necessary technical validation events that require Apptio Presales to leverage data and other information provided by a prospect to show that prospect, in detail specific to them, the value of leveraging Apptios solution.
Transfer Knowledge: Share your selling and technical experience with the rest of the Apptio Presales team, both formally and informally.
Collaboration and Support: Assist other Solution Consultants in the execution of the above responsibilities.
Offer Feedback: Provide feedback to product management about the successes and failures in the field.
Your Role And Responsibilities
We are seeking a Digital Technical Specialist who will play a pivotal role in enabling our customers to maximize their use of Apptio's solutions, ensuring seamless integration and delivering actionable insights that drive business success.
The Digital Technical Specialist is responsible for partnering with an Account Executive to drive revenue in the IaaS/PaaS/SaaS governance and optimization business by helping to qualify sales opportunities and then bring those qualified opportunities to closure. The Digital Technical Specialist will manage compelling solution-based value propositions, demonstrations, RFI/RFPs, technical validation activities, and implementation strategies that address the prospects critical needs and business requirements. Digital Technical Specialists will lead development of the solution to propose and be the technical resource coordinator for solution specific sales cycles where needed.
About IBM - TBD
IBMs greatest invention is the IBMer. We believe that through the application of intelligence, reason and science, we can improve business, society
and the human condition, bringing the power of an open hybrid cloud and AI strategy to life for our clients and partners around the world.
Restlessly reinventing since 1911, we are not only one of the largest corporate organizations in the world, were also one of the biggest technology and consulting employers, with many of the Fortune 50 companies relying on the IBM Cloud to run their business.
At IBM, we pride ourselves on being an early adopter of artificial intelligence, quantum computing and blockchain. Now its time for you to join us on
our journey to being a responsible technology innovator and a force for good in the world.
Preferred Education
Bachelor's Degree
Required Technical And Professional Expertise
Familiarity with the tools used to manage an IT organization, including network and server monitoring, servicedesk, project management, asset management, database management, reporting, and Excel.
Familiarity with basic financial, accounting and cloud financial management concepts
Familiarity with the pillars of the Well-Architected Framework
Strong knowledge of Cloud Service Providers IaaS/PaaS services offerings
Familiarity with Kubernetes, Docker and containers.
Strong written and verbal communication skills.
Strong presentation skills.
Proven collaborator and liaison with all levels and departments within an IT organization.
Technical skill and/or ability to acquire in-depth knowledge and use of Apptio products.
Strong work ethic and ability to work autonomously given fundamental priorities and responsibilities.
Strong organizational skills with the ability to multi-task and prioritize well in a fast paced, dynamic work
environment.
Preferred Technical And Professional Experience
1-3 years experience in a presales capacity successfully selling complex software solutions to IT organizations of various industries strongly desired.
At a minimum, AWS Cloud Practitioner and Azure Fundamentals certified. FinOps Practitioner certification is a plus.
Bachelors Degree in Computer Science, Information Systems, Finance, or equivalent degree.
Experience working in and with a structured selling system (Sandler, MEDDIC, Force Management)
Apply Now
You: You thrive in a flexible, dynamic work environment and are self-motivated to achieve sales objectives both independently and as part of a team. While much of your work will involve engaging with customers remotelyvia phone calls, video conferencing, and collaborative tools, some travel may be required based on the business needs.
This is a hybrid role, requiring four days in the office each week.
Us: We are a fast-paced and dynamic team that adapt to the demanding needs of the sales organization. On the Technical Specialist team, we collaborate and share best practices to solve challenging problems on a daily basis. The cultural value that describes our team best is that we continuously improve because we are always looking for ways to
learn and do things better.
What We Want You To Do
Discovery: Assist in the identification of potential sales opportunities and in discovering a particular prospects IT business management challenges and vision for a solution to those challenges.
RFI/RFP Responses: Lead the creation of a response to a specific prospects request for information or proposal, including creating and formatting the content, ensuring the quality of the response, and ensuring timely delivery of the response.
Product Presentations & Demonstrations: Deliver product presentations and configured demonstrations that clearly articulate Apptio ability to support prospects IaaS/PaaS/SaaS optimization and governance challenges.
The resulting demonstration and subsequent outcomes are initial proofs as to how Apptio can deliver value based on what was learned about that prospect in a Discovery session and throughout the engagement. These are to be delivered both live and remotely.
Apptio Architecture / Technical Components Overview: Deliver an in-depth overview of Apptios technical architecture and proprietary product capabilities that provide its unique value in the market.
Technical Validation Events: Manage to successful conclusion the sometimes necessary technical validation events that require Apptio Presales to leverage data and other information provided by a prospect to show that prospect, in detail specific to them, the value of leveraging Apptios solution.
Transfer Knowledge: Share your selling and technical experience with the rest of the Apptio Presales team, both formally and informally.
Collaboration and Support: Assist other Solution Consultants in the execution of the above responsibilities.
Offer Feedback: Provide feedback to product management about the successes and failures in the field.
Your Role And Responsibilities
We are seeking a Digital Technical Specialist who will play a pivotal role in enabling our customers to maximize their use of Apptio's solutions, ensuring seamless integration and delivering actionable insights that drive business success.
The Digital Technical Specialist is responsible for partnering with an Account Executive to drive revenue in the IaaS/PaaS/SaaS governance and optimization business by helping to qualify sales opportunities and then bring those qualified opportunities to closure. The Digital Technical Specialist will manage compelling solution-based value propositions, demonstrations, RFI/RFPs, technical validation activities, and implementation strategies that address the prospects critical needs and business requirements. Digital Technical Specialists will lead development of the solution to propose and be the technical resource coordinator for solution specific sales cycles where needed.
About IBM - TBD
IBMs greatest invention is the IBMer. We believe that through the application of intelligence, reason and science, we can improve business, society
and the human condition, bringing the power of an open hybrid cloud and AI strategy to life for our clients and partners around the world.
Restlessly reinventing since 1911, we are not only one of the largest corporate organizations in the world, were also one of the biggest technology and consulting employers, with many of the Fortune 50 companies relying on the IBM Cloud to run their business.
At IBM, we pride ourselves on being an early adopter of artificial intelligence, quantum computing and blockchain. Now its time for you to join us on
our journey to being a responsible technology innovator and a force for good in the world.
Preferred Education
Bachelor's Degree
Required Technical And Professional Expertise
Familiarity with the tools used to manage an IT organization, including network and server monitoring, servicedesk, project management, asset management, database management, reporting, and Excel.
Familiarity with basic financial, accounting and cloud financial management concepts
Familiarity with the pillars of the Well-Architected Framework
Strong knowledge of Cloud Service Providers IaaS/PaaS services offerings
Familiarity with Kubernetes, Docker and containers.
Strong written and verbal communication skills.
Strong presentation skills.
Proven collaborator and liaison with all levels and departments within an IT organization.
Technical skill and/or ability to acquire in-depth knowledge and use of Apptio products.
Strong work ethic and ability to work autonomously given fundamental priorities and responsibilities.
Strong organizational skills with the ability to multi-task and prioritize well in a fast paced, dynamic work
environment.
Preferred Technical And Professional Experience
1-3 years experience in a presales capacity successfully selling complex software solutions to IT organizations of various industries strongly desired.
At a minimum, AWS Cloud Practitioner and Azure Fundamentals certified. FinOps Practitioner certification is a plus.
Bachelors Degree in Computer Science, Information Systems, Finance, or equivalent degree.
Experience working in and with a structured selling system (Sandler, MEDDIC, Force Management)
Apply Now