Sales Development Representative

Apptio solutions from IBM help organizations make smart decisions as they analyze, plan, optimize, control, and collaborate on investments that will transform the IT operating model. Our fast-paced team prides ourselves on teamwork to grow our customer base and help customers achieve success.

As a Sales Development Representative, you will proactively hunt for and develop new business relationships and acquire new Apptio clients, generate revenue, and help customers achieve their goals. You will need experience in outbound prospecting, navigating a sales cycle, consultative selling skills, and the ability to drive results in a complex and dynamic environment. You will be expected to provide product demonstrations, and work with technical counterparts to successful orchestrate and win Proof of Values (POVs) with prospective clients.

We will help grow your selling skills to SaaS Enterprise accounts as well as communication and building internal relationships with a diverse range of personnel including senior sales executives, product management, field marketing, and sales engineering teams.

What we want you to do:
. Own prospecting activities into your account base.
. Develop and execute on a strong prospecting methodology, including call scripts, audience segmentation and approach.
. Qualify interested potential clients and arrange sales appointments.
. Deliver sales presentations when necessary.
. Track all qualification and lead management activity using SalesForce.com (including calls, prospect pipeline & account notes).
. Quickly learn the technical aspects of the product, effectively communicate the value proposition and be able to react to objections, competitive questions and other FAQ's.
. Collaborate successfully with Field Sales to optimize team selling productivity.
. Provide market intelligence to the Sales, Product, and Customer Success teams.

Required Professional and Technical Expertise:

• Demonstrated ability to deliver above expectation results in driving pipeline revenue opportunities for enterprise software level deals.
• Demonstrated ability to conduct extensive cold calls and email campaigns and navigate org charts.
• Excellent organizational, analytical, and problem-solving skills.
• Creative tactics to reach the executive management of enterprise IT.
• Team player with solid communication and presentation skills.
• Strong skills in data analysis & sales tools use.
• Ability to share best practices, continually improve processes and messaging, and provide clear and consistent reporting to Executive Management.
• Ability to work independently & proactively in a dynamic and aggressive startup environment.

Preferred Professional and Technical Expertise:

• 1-2 years plus experience in SaaS sales or telephone prospecting is preferred.
• Experienced using Sales prospecting tools and CRM
• Recent IT industry and/or enterprise selling experience is preferred.
• We are looking for someone who is excited ...