Vice President, Global Sales Strategy in New York, NY

$100K - $150K(Ladders Estimates)

Apptio   •  

New York, NY 10001

Industry: Enterprise Technology

  •  

Not Specified years

Posted 52 days ago

THE COMPANY

Apptio is the leader and category-creator of Technology Business Management (TBM) software. TBM addresses the needs of IT in the same way that other enterprise business applications categories have already emerged and become standard must-have tools-of-the-trade for leadership in other disciplines: ERP, CRM and others.

Apptio delivers an integrated, SaaS-delivered suite of enterprise business applications that combine easy-to-use business process applications, analytics, advanced data management and cost structure modeling to help IT leaders manage the cost, quality and value of the services they provide. Apptio's analytics applications allow customers to understand cost of delivering technology products (infrastructure, applications etc.), benchmark such costs to their peers, automate IT budgeting and planning processes, measure utilization/value of technology products and help drive data driven decisions in minutes.

To date, over 1,00+ IT organizations worldwide, including over 50% of the Fortune 100, such as Bank of America, Boeing, ExxonMobil, Nike and American Express, use Apptio to calculate the true cost of their applications and services, and dramatically improve the decision-making that happens every day across all aspects of the IT supply chain.

POSITION OVERVIEW AND KEY RESPONSIBILIES

Reporting to the Chief Revenue Officer, the Vice President, Global Sales Strategy will be a member of the Apptio Operational Leadership team and will be a key participant in setting and evolving Apptio's company level strategy and execution.

The Vice President, Global Sales Strategy will lead cross-functional teams organized to implement new go-to-market strategies and other transformational initiatives. In close partnership with the Chief Revenue Officer (CRO) and the operational leadership team, they will be focused on Apptio's ability to exceed revenue goals by advancing the effectiveness and overall performance of the sales organization.

Each day the Vice President, Global Sales Strategy will use their strong analytical skills and understanding of Apptio's sales and marketing methodologies to identify trends and create steps that support the sales leaders with achievement of their key objectives. Through the leadership of the Sales Operations and Sales Enablement teams, sales professionals will experience a best in class training and development program and access to information that accelerates their ability to achieve success.

The Vice President, Global Sales Strategy must be able to interact confidently with executives and have strong public speaking and analytics skills. They will be a champion for sales effectiveness in the organization and will act as a proxy for the CRO across the company.

PROFESSIONAL QUALIFICATIONS

  • Proven executive experience in SaaS sales operations. Experience managing the scaling of all sales-supporting functions across multiple countries and geographies.
  • Experience defining long-term sales excellence vision aligned with company strategy including development of sales strategies for new customers, renewals and upsells.
  • Depth of understanding of sales and enablement programs and experience working with key stakeholders to optimize these processes.
  • Management of cross-functional teams to design and implement sales compensation programs, incentives, and territory modeling.
  • Prior experience reporting against agreed upon standards to measure sales effectiveness - evaluate the efficacy of learning programs and performance and use evaluation data to redesign and refresh programs.
  • Deep analytics expertise - top of funnel marketing, conversion, velocity metrics and fanatical about forecasting accuracy.
  • Experience implementing new projects which contribute to measured improvements in sales performance or business efficiency.
  • Oversight of all selling-related systems and manage a roadmap of never-ending improvement.
  • Delivery of best-in-class training programs, acting as the face of organization-wide change to the sales team.
  • Management of all escalated requests for sales support; create and implement a strategy to improve support for the sales team.
  • Facilitate all sales reporting, working closely with key team members to ensure that useable and streamlined reports are available for leadership and sales management.
  • Deliver sales metrics that support accurate pipeline management and forecasting.

PERSONAL CHARACTERISTICS

  • High level of intellectual horsepower combined with the ability to listen and collaborate
  • Highly analytical, operationally oriented and metrics driven
  • Must be a team player who will collaborate well with the rest of the organization
  • Strong leader—action oriented and leads from the front
  • Possess a strong work ethic with a drive to succeed
  • Entrepreneurial and a strong cultural fit—competitive and winning while having fun and being collaborative
  • Structured and process-driven but efficient in execution
  • Highly organized, self-directed business style.


Valid Through: 2019-9-20