Field Sales Leader, Emea

2 weeks ago

London, Greater London, United Kingdom Apptio Full time

Overview:
As an organization, Apptio has a very strong culture; it is open, transparent, and very customer focused.

Leaders in the organization consistently showcase the following key attributes and look to build teams that embrace these qualities every day:

  • Growth Mindset
  • Dealing with ambiguity and change
  • Take ownership and has accountability
  • Customerfocused
  • Foster an inclusive environment

You:


You should be a creative thinker who has a repeatable methodology of deep customer relations and the ability to think outside the box.

We want a fearless sales leader who has proven they can exist in a competitive, team centric environment that doesn't accept losing, but learns and is driven to win.

This leader must have proven aptitude and desire to build high-performing teams, close business, build consensus, resolve conflict, and solve tough business problems, roll-up sleeves and aggressively drive revenue.

Ability to influence and get multiple stakeholders to adopt your vision and collaborate with you to execute on it. Must be highly collaborative, entrepreneurial, and self-directed leader with a passion to succeed.

Demonstrated sales leadership of dispersed teams, with all-around expertise in: people development, account development, organizational excellence, exceptional sales management, and sales operations.


Us:


The Apptio Field Sales Organization is a curious, urgent and high-spirited group of people looking to build long-standing relationships with our customers, prospects and partners.

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.

Responsibilities:

What we want you to do:

The Field Sales Leader is responsible for hiring, training, developing and managing a successful team of Regional Sales Executives with a mission to acquiring new clients and consistently exceeding quarterly and annual quotas for the EMEA region.

This is a performance based culture committed to meeting our targets.

  • Provide leadership for a collaborative, high performing sales team. Inspire, empower and motivate; while pairing business and revenue objectives with appropriate growth initiatives.
  • Direct sales activities within assigned region to ensure that company revenue goals and objectives are achieved quarter over quarter and year over year
  • Accurately forecast region based on expertise in qualification and sales process review
  • Accurately and consistently forecast monthly, quarterly, and annual revenue numbers for assigned region.
  • Ensure team is effectively building pipeline and hold team accountable for executing each phase of the sales process to achieve quarterly sales quota.
  • Segment territory to best use resources to cover customer accounts
  • Leverage correct resources at the right stage of the sales process. Ensure resources are aligned appropriately to support opportunities and customer requirements
  • Participate in sales, strategy and coaching calls.
  • Participate in the sales process: partner with internal and external teams to identify, penetrate, and close large, complex, enterprise software deals.
  • Ensures team is building and leveraging customer relations throughout the buying and selling process.
  • Support sales team in building champions in customer accounts
  • Coach sales team to incorporate knowledge of Apptio's products and services, the consumer, and key competitors into the sales process and use that knowledge to uncover customer needs and create value based solutions.
  • Collaborate with solutions engineering, account management, corporate sales, alliances, professional services, product, and engineering teams to create a seamless customer experience.
  • Articulate and evangelize the vision and positioning of the company, our products and services, resulting in accelerated revenue growth while maintaining a customer/partnercentric mindset
  • Execute business, sales and marketing plan for assigned region.
  • Onboard, retain and motivate the necessary staff to meet and exceed objectives; Provide career development and mentorship
  • Coach and mentor team to develop their ability to effectively sell Apptio solutions and services.
  • Provide regular informal and formal performance feedback to direct reports.
  • Ensure team is trained effectively on the sales process and coaches them to effectively execute
  • Provide recognition of the right behaviors as well as positive coaching for areas of improvement
  • Effectively handle conflict that may arise both internally and with the customer
  • Share best practices regarding tools, sales techniques, and account management with peers and team members

Qualifications:

Basic Qualifications:

  • Bachelor degree or Equivalent work experience.
  • 8 + successful years selling software, at least 3 in the enterprise space, within th

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