Sr Director, Global Sales Development

Introduction
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.

You:
You need a strong knowledge of how to successfully navigate through a sales process, consultative selling skills and the ability to manage a global team of leaders in a complex and dynamic environment. You will communicate and build internal relationships with a diverse range of personnel including senior sales executives, product management, field marketing and sales engineering teams. You have several years of experience leading, coaching, and mentoring sales development teams. You can step into this role, cultivate the team and grow with the larger organization.

Us:
The Apptio Enterprise Sales Development Organization is a curious, urgent and high-spirited group of senior Sales Development professionals. Your team focuses on both large enterprise customers with $1B or more in revenue as well as mid-market customers and prospects. We take pride in training our team to be great large enterprise sales and marketing people. Their next job is selling to CIO’s of billion-dollar companies or strategically generating demand with creative marketing campaigns. Our passion is only 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 improve and adapt to the key needs of our customers. We win if our customers win.

Your Role and Responsibilities

• Drive the current and future strategy of the SDR/MDR organization as we grow the team and the product portfolio
• 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
• Enable your team to execute against the sales and marketing plan for all regions
• Accurately forecast based on expertise in qualification and sales process review
• Segment territories to best use resources to cover accounts
• Coach 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 successfully with the global GM’s and Field Sales leaders to optimize team selling productivity
• Work in partnership with all marketing teams, specifically revenue and operations to enable, execute, and drive strategies for successful pipeline progression and growth
• Enable your teams to provide value added market intelligence to the Sales, Product, and Customer Success teams
• Work closely with your leadership team to develop and execute on a strong prospecting plan of attack, including call scripts, audience segmentation and approach
• Track all relevant qualification and lead management activity using SalesForce.com and Tableau dashboards (including calls, prospect pipeline, account notes, etc.) vs. goals

Required Technical and Professional Expertise

• 3 + successful years selling software
• 5+ years of leadership experience, preferably with sales development professionals
• Strategic thinker with strong analytical acumen

Preferred Technical and Professional Expertise

• Confirmed methodology around Talent Management, specifically around hiring, enabling, enriching and retaining world-class sales and sales development talent and 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 their career progression and goals
• Track record of selling complex applications to the CIO, CFO AND their respective leadership teams

IBM 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.

In a world where technology never stands still, we understand that, dedication to our clients success, innovation that matters, and trust and personal responsibility in all our relationships, lives in what we do as IBMers as we strive to be the catalyst that makes the world work better.

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.

Our IBMers are growth minded, always staying curious, open to feedback and learning new information and skills to constantly transform themselves and our company. They are trusted to provide on-going feedback to help other IBMers grow, as well as collaborate with colleagues keeping in mind a team focused approach to include different perspectives to drive exceptional outcomes for our customers. The courage our IBMers have to make critical decisions everyday is essential to IBM becoming the catalyst for progress, always embracing challenges with resources they have to hand, a can-do attitude and always striving for an outcome focused approach within everything that they do.

Are you ready to be an IBMer?

IBM’s 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, we’re 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 it’s time for you to join us on our journey to being a responsible technology innovator and a force for good in the world.

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. Visit www.apptio.com.

IBM offers a competitive and comprehensive benefits program. Eligible employees may have access to: - Healthcare benefits including medical & prescription drug coverage, dental, vision, and mental health & well being - Financial programs such as 401(k), the IBM Employee Stock Purchase Plan, financial counseling, life insurance, short & long- term disability coverage, and opportunities for performance based salary incentive programs - Generous paid time off including 12 holidays, minimum 56 hours sick time, 120 hours vacation, 12 weeks parental bonding leave in accordance with IBM Policy, and other Paid Care Leave programs. IBM also offers paid family leave benefits to eligible employees where required by applicable law - Training and educational resources on our personalized, AI-driven learning platform where IBMers can grow skills and obtain industry-recognized certifications to achieve their career goals - Diverse and inclusive employee resource groups, giving & volunteer opportunities, and discounts on retail products, services & experiences The compensation range and benefits for this position are based on a full-time schedule for a full calendar year. The salary will vary depending on your job-related skills, experience and location. Pay increment and frequency of pay will be in accordance with employment classification and applicable laws. For part time roles, your compensation and benefits will be adjusted to reflect your hours. Benefits may be pro-rated for those who start working during the calendar year. This position was posted on the date cited in the key job details section and is anticipated to remain posted for 21 days from this date or less if not needed to fill the role. This position is eligible for participation in an IBM Sales Incentive plan. Actual incentive opportunity will be based on performance and the eligible Target Incentive, as addressed in the applicable plan, all of which is subject to change. The compensation range listed for this position is the IBM Reference Salary that is used when you are not actively participating in a sales plan. Your actual base pay plus incentive opportunity will be determined by the Incentive Plan assigned to you. We consider qualified applicants with criminal histories, consistent with applicable law. IBM will not be providing visa sponsorship for this position now or in the future. Therefore, in order to be considered for this position, you must have the ability to work without a need for current or future visa sponsorship.

IBM is committed to creating a diverse environment and is proud to be an equal-opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender, gender identity or expression, sexual orientation, national origin, caste, genetics, pregnancy, disability, neurodivergence, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.