Introduction What we want you to do: * Own prospecting activities into your account base. * Drive pipeline revenue opportunities for enterprise software level deals * Develop and execute on a strong prospecting plan of attack, including call scripts, audience segmentation and approach. * Qualify interested candidates and arrange introductory conversations with customers and Field Sales, * Deliver sales presentation when necessary. * Track all relevant qualification and lead management activity using Salesforce.com (including calls, prospect pipeline, account notes, etc.) * Quickly learn the technical aspects of the product, effectively communicate the value proposition and be able to react to objections, competitive questions and other FAQs. * Provide business acumen for customers and strive to understand the business problem we are solving in order to best configure the solution and exceed customer expectations. * Collaborate successfully with Field Sales to optimize team selling productivity. * Provide value added market intelligence to the Sales, Marketing, Product, and Customer Success teams. The Company Apptio is the business management system of record for hybrid IT. We transform the way IT runs its business and makes decisions. With our cloud-based applications, IT leaders manage, plan and optimize their technology investments across on-premises and cloud. With Apptio, IT leaders become strategic partners to the business by demonstrating value of IT investments, accelerate innovation and shift their technology investments from running the business to digital innovation. Hundreds of customers, including more than 40 percent of the Fortune 100, choose Apptio as their business system of record for hybrid IT. IBM Apptio is not open to 3rd party solicitation or resumes for our posted FTE positions. Resumes received from 3rd party agencies that are unsolicited will be considered complimentary. IBM Apptio 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 non-discrimination in employment in every location in which the company has facilities. Your role and responsibilities Introduction 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. Required technical and professional expertise Basic Qualifications: * 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 technical and professional experience * 1 years experience in SaaS sales development 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 to work in a fast moving, high growth company for an opportunity to drive revenue growth and advance a career in large enterprise sales. Apptio benefits include Company-Paid employee health, dental, vision, life, and disability insurance, Apptio stock and generous contributions to a health savings account. We also offer participation in employee stock purchase plan and other voluntary programs. 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.