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Sr Director, Global Sales Development

Morrisville, NC

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


Employment Type: Full-Time

Travel Required: Up to 20% or 1 day a week

Contract Type: Regular

Projected Minimum Salary: $171,000 per year

Projected Maximum Salary: $319,000 per year

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