Sales Apptio - Enterprise FSR Professional London, GB

Avature; London; Remote; GBP 60,000 - 100,000; Full time

Job summary

A leading technology spend management company is seeking an Enterprise Field Sales Representative in London. This role involves driving sales, managing client relationships, and leveraging a strong C-level network. Ideal candidates will have extensive experience in SaaS sales and a proven track record of exceeding sales targets. Join a dynamic team and contribute to innovative technology solutions that deliver business value.

Qualifications

• 10+ years of direct selling to larger enterprises.
• 5+ years SaaS sales experience.
• Proven ability to develop and close new client relationships.

Responsibilities

• Deliver exceptional customer value and exceed targets.
• Develop new markets and collaborate effectively.
• Communicate fluently with C-level executives.

Skills

Communication

Presentation

Relationship Management

Sales Strategy

Problem Solving

Education

Bachelor's Degree

Job description

Apptio IBM is the leading technology spend and value management company for financial and operational decisions across Information Technology (IT), multi-cloud FinOps, and product development. Apptio's mission is to deliver business value with every technology investment. Powered by Apptio’s cloud platform and AI/ML data engine, Apptio’s SaaS applications translate technology spend into clear business outcomes and financial ROI. Apptio applications deliver six key capabilities: cost transparency, actionable insights, planning and forecasting, usage and consumption, value management, and showback/chargeback. As a trusted leader in FinOps and Technology Business Management (TBM) with thousands of customers worldwide, Apptio empowers leaders to cut costs and redirect investments to digital innovation. (We have been named as the leader in the Gartner Magic quadrant for Cloudability in October 24.)

Our acquisition by IBM is reinforcing our market leadership and will support future product evolutions that will strengthen our position in the market. Note that we are operating as a separate business unit under IBM.

Your role and responsibilities

You are an energetic and self-motivated professional with a proven track record of delivering exceptional customer value in your region. You consistently exceed targets, develop new markets, and collaborate effectively within your ecosystem to achieve company goals.

You communicate fluently with CIOs, CFOs, COOs, and key stakeholders, inspiring and challenging them while initiating meaningful conversations across all organizational levels. You possess a deep understanding of the interplay between Finance, IT, and business operations, with a solid grasp of FinOps, TBM, and Scaled Agile methodologies.

Your "can-do" mentality drives you to work with an entrepreneurial spirit, upholding high quality and ethical standards. You are well-known among multiple CxOs in your territory, and their positive impressions of you pave the way for new business opportunities and collaborations.

Required education

Bachelor's Degree

Required technical and professional expertise

• 10+ years of direct selling to larger enterprises in your territory and 5+ years SaaS sales experience
• Significant C-level network in your territory
• Entrepreneurial mentality with high energy and drive
• Financial, IT, Business background, including knowledge of SaaS mechanics
• Attitude of "can do" and motivation for the sales team
• Proven ability to develop, manage, and close new client relationships at CxO level (CIO/IT, CFO/IT finance) in major, complex accounts
• Experience building relationships with Economic Buyers and Executive Sponsors
• Track record of overachievement, with experience hitting quota of $1M+ of ARR per year
• Solution-based selling approach with experience managing complex sales processes
• Proactive, independent thinker with high energy and positive attitude
• Excellent communication, presentation, and relationship management skills
• Ability to thrive in a fast-paced environment
• Prior experience in a start-up environment

Preferred technical and professional experience

Hiring manager and recruiter should collaborate to craft relevant verbiage.

ABOUT BUSINESS UNIT

IBM Software infuses core business operations with intelligence—from machine learning to generative AI—to enhance responsiveness, productivity, and resilience. IBM Software helps clients implement AI to create real value with trust, speed, and confidence across digital labor, IT automation, application modernization, security, and sustainability. The platform scales and accelerates AI impact with trusted data, supporting training, tuning, and deployment across business. IBM’s hybrid cloud platform offers a comprehensive approach to development, security, and operations across hybrid environments, leveraging data wherever it resides to deepen AI integration into business processes.

YOUR LIFE @ IBM

In a world where technology evolves constantly, our commitment to client success, innovation, trust, and personal responsibility defines IBMers. We foster an environment encouraging learning, courage, experimentation, and continuous feedback, enabling personal and professional growth. IBMers are growth-minded, curious, open to feedback, and collaborative, valuing diverse perspectives to drive exceptional customer outcomes. Their courage and resourcefulness are vital to IBM’s role as a catalyst for progress, embracing challenges with a positive, outcome-focused attitude.

Are you ready to be an IBMer?

ABOUT IBM

IBM’s greatest invention is the IBMer. We believe in applying intelligence, reason, and science to improve business, society, and the human condition, leveraging our open hybrid cloud and AI strategies worldwide. Since 1911, IBM has been a pioneer in technology and consulting, trusted by many Fortune 50 companies to run their business on IBM Cloud. We lead in AI, quantum computing, and blockchain, and invite you to join us on our journey to responsible technology innovation and global good.

IBM is an equal-opportunity employer. All qualified applicants will receive consideration regardless of race, color, religion, sex, gender, gender identity or expression, sexual orientation, national origin, caste, genetics, pregnancy, disability, neurodivergence, age, veteran status, or other characteristics. We are committed to fair employment practices concerning citizenship and immigration status.

OTHER RELEVANT JOB DETAILS

For additional information about location requirements, please discuss with the recruiter after submitting your application.

Job Title

Apptio - Enterprise Field Sales Representative

Job ID

35408

City / Township / Village

London

State / Province

London, City of

Country

United Kingdom

Work arrangement

Remote

Area of work

Employment type

Regular

Position type

Professional

Some travel may be required based on business demand

Company

(8660) IBM United Kingdom Limited

Shift

General (daytime)

Is this role a commissionable/sales incentive based position?