Sales Development Rep
Apptio
Morrisville, NC, US
Job highlights
Qualification
They must have the maturity, confidence, and willingness, to roll up their sleeves and work directly with the Field Sales team and various other departments. 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
Responsibility
The Enterprise Sales Development Representative (SDR) will partner with marketing and sales and drive lead generation, appointment setting, lead qualification and sales support to the direct Field Sales team. This position requires heavy outbound phone calling, qualification, consultative selling skills and tight collaboration with the territorial Field Reps to generate new clients and maintain the existing customer base. The SDR will be expected to manage a pipeline, report on qualification and call activity and stay thoroughly informed on all products and the IT Financial Management industry in general. The SDR must also support and drive regional events and campaigns. You will be expected to travel in support of your territory management plan a minimum of three times a year. Own prospecting activities into your account base. Develop and execute on a strong prospecting plan of attack, including call scripts, audience segmentation and approach. Qualify interested candidates and arrange sales appointments. 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 FAQ's. 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, Product, and Customer Success teams
Benefits
Job Description
Description
Overview The Enterprise Sales Development Representative (SDR) will partner with marketing and sales and drive lead generation, appointment setting, lead qualification and sales support to the direct Field Sales team. This position requires heavy outbound phone calling, qualification, consultative selling skills and tight collaboration with the territorial Field Reps to generate new clients and maintain the existing customer base. The SDR will be expected to manage a pipeline, report on qualification and call activity and stay thoroughly informed on all products and the IT Financial Management industry in general. The SDR must also support and drive regional events and campaigns. They must have the maturity, confidence, and willingness, to roll up their sleeves and work directly with the Field Sales team and various other departments. You: Join the world’s leading software company for IT professionals. You will need a strong knowledge of how to navigate through a sales process, consultative selling skills and ability to manage and focus in a complex and dynamic environment. We will help you grow your ability to sell large enterprise accounts as well as communicate and build internal relationships with a diverse range of personnel including senior sales executives, product management, field marketing and sales engineering teams. You will be expected to travel in support of your territory management plan a minimum of three times a year. Opportunities for career development are limitless on the back of a rapidly growing and evolving company. Us: The Apptio Enterprise Sales Development Organization is a curious, urgent and high-spirited group of senior Sales Development professionals. Our team focuses on large enterprise customers with $1B or more in revenue. Our team has on average 2-5 years of previous outside sales experience. We take pride in training our team to be exceptional enterprise sales and marketing professionals with a goal of building transferable skills so you can land your next dream job at Apptio. 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. 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. Responsibilities • Own prospecting activities into your account base • Develop and execute on a strong prospecting plan of attack, including call scripts, audience segmentation and approach • Qualify interested candidates and arrange sales appointments • 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 FAQ's • 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, Product, and Customer Success teams Qualifications 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 Qualifications: • 2-5 years plus experience in SaaS sales or telephone prospecting is preferred • Recent, IT industry and/or enterprise selling experience is preferred About Apptio Apptio 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. For more information, please visit www.apptio.com. #LI-CB1 #LI-Morrisville Additional Information The compensation range being offered for this role is a total compensation of $101,500, base salary & variable included. This role may be eligible for potential merit increases based on factors such as individual or company performance, time in role and other discretionary factors. Benefits info: Apptio provides a competitive benefit package which includes the following: Leave and Time Off: 22 days of paid time off, 11 paid holidays, 20 days of paid family leave, 40 days of paid maternity leave, and other time off such as bereavement, volunteering, continuing education, jury, or military duty. Health and Welfare Benefits: Employees are eligible for company-paid medical insurance, vision insurance and dental insurance; these can be extended to eligible dependents or a spouse at a subsidized cost. Employees are also eligible for company-paid life insurance, disability insurance, employee assistance program, and other well-being services. Additional options include; health savings account, flexible spending account, supplemental life insurance, and supplemental disability insurance. Financial Benefits: Employees are eligible to enroll in our company’s 401(k) plan with company match. Options provided for identity/fraud protection and monitoring, identity theft insurance, and group legal coverage. For positions that can or will be performed in the US, the pay range, and other compensation and benefits information are being included in accordance with requirements of the FMLA and various state/local pay transparency requirements. Please note that compensation may vary for different individuals in the same role based on several factors, including but not limited to location of the role, skill, experience, education/professional certifications, performance in the role and revenue generation. Apptio is an IBM subsidiary which has been acquired by IBM and will be integrated into the IBM organization. IBM will be the hiring entity. By proceeding with this application, you understand that Apptio will share your personal information with IBM and other IBM subsidiaries involved in your recruitment process, wherever these are located. For more Information on how IBM protects your personal information, including the safeguards in case of cross-border data transfer, are available here: link to IBM privacy statement