The Solutions Consultant is responsible for partnering with an Account Executive to drive revenue by helping to qualify sales opportunities and then bring those qualified opportunities to closure. The Solutions Consultant will manage compelling solution-based value propositions, demonstrations, RFI/RFPs, technical validation activities, and implementation strategies that address the prospect’s critical needs and business requirements. Solutions Consultants will lead development of the solution to propose and be the technical resource coordinator for solution specific sales cycles where needed.
You: You enjoy working independently from home and able to travel in an unstructured and fluid capacity to meet simultaneous sales objectives. You are great at FinOps, showing how cloud, hybrid and other IT spend can be optimized using our SaaS based products. You will manage compelling solution-based presentations, demos, and technical validation activities that prove how we deliver business value. This role will help lead both customers and our team in Cloud and Finops fields. You will lead solution design, are technically responsible for sales wins and enjoy working in a fast-paced environment.
Us: We are a fast-paced, dynamic team that adapts to the demanding needs of the sales organization. W collaborate and share best practices to solve challenging problems daily. 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.
*Seeking candidates who reside in the Eastern U.S. region.
Responsibilities
- Discovery: Assist in the identification of potential sales opportunities and in discovering a particular prospect’s business challenges and vision for a solution to those challenges.
- RFI/RFP Responses: Lead the creation of a response to a specific prospect’s 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 to prove Apptio’s ability to meet a prospect’s Hybrid Cost Management & FinOps 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 during discovery and throughout the engagement. These are to be delivered both live and remotely.
- Apptio Architecture / Technical Components Overview: Deliver an in-depth overview of Apptio’s architecture and proprietary product capabilities that provide its unique value in the market.
- Technical Validation Events: Manage to successful conclusion the 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 Apptio’s solutions.
- 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.
Qualifications
Basic Qualifications:
- 5+ years’ experience in a presales capacity successfully selling to both large and small enterprises.
- Strong understanding of public cloud providers such as AWS, Google, OCI, Azure.
- Familiar with FinOps, Cloud Architecture, DevOps, or Analytic tools
- Familiar with basic financial and accounting concepts.
- Bachelor’s degree in computer science, Information Systems, Finance, or equivalent degree.
Desired Qualifications:
- Familiarity with enterprise business management software
- 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.
*This is a remote position.
About Apptio
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.
Additional Information
The annual compensation range being offered for this role is $180,000 – $205,000, this would be comprised of salary & commissions.
Apptio provides a competitive benefit package which includes; 401k with company match. Extensive health insurance coverage and other subsidized insurance options. Generous PTO and leave, fully compliant with FMLA.
For positions that can or will be performed in the US, the pay range, and other compensation and benefits information are being included in accordance with requirements of the FMLA and various state/local pay transparency requirements. Please note that compensation may vary for different individuals in the same role based on several factors, including but not limited to location of the role, skill, experience, education/professional certifications, performance in the role and revenue generation.
Apptio, Inc. provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, gender, sexual orientation, national origin, age, disability, genetic information, marital status, amnesty, or status as a covered veteran in accordance with applicable federal, state and local laws. Apptio, Inc. complies with applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities.